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March 2008 Issue | Volume 34 Number 2| Page 7

Reading Minds

Creating High-Touch Relationships

Welcome to Reading Minds, a new column that invites wise minds to recommend their favorite books on a chosen topic. For this special tech tips issue of Law Practice, we asked J. Daniel Hull, Karen Glover, The Hon. John Kane and Susan Cartier Liebel to focus on the high-touch half of the “high-tech, high-touch” equation and tell us where they’ve found the best advice on building professional relationships. —Stephanie West Allen


J. Daniel Hull RECOMMENDS:

Cicero On Friendship

Like lawyers and politicians in the 21 centuries after him, Marcus Tullius Cicero, the versatile Roman advocate, statesman, philosopher and writer, was complex. He was vain, clever, opinionated and often maddeningly risk-averse. He annoyed people by being too blunt or too indirect. But he had fiercely loyal and admiring friends, as well as enemies. He believed that friendship, next to wisdom, was the greatest gift “bestowed on man by the gods.” On Friendship (Aris & Phillips, 1991), edited by J.G.F. Powell, offers moving passages on the meaning of a bond with another person—and the problems and responsibilities involved. To Cicero, authentic friendship was not passive or cautious. He felt you had to “step up” without being asked. And he was keenly aware that relationships were tougher to form and maintain with those who, like himself, were driven and ambitious. “Real friendships,” he wrote, “are found with most difficulty among those who are invested with high offices, or in business of the state.”

Dan Hull is a business lawyer and lobbyist with the San Diego office of Hull McGuire PC. His blog is


Karen E. Glover RECOMMENDS:

Good to Great and The Art of Intimacy

I learned early in my career that maintaining trusting relationships is key to the successful practice of law. A trusting client relationship is critical for business development, but more importantly, for the effective transmission of advice in any complex situation. For a client to be able to hear legal advice, analyze it, take it seriously, and participate in the give-and-take, he or she needs to trust the lawyer giving the advice. In addition to professional competence, trust builds from the lawyer’s knowledge of the client’s business challenges and the lawyer’s ability to maintain relationships. Both Good to Great by Jim Collins (HarperBusiness, 2001) and The Art of Intimacy by Thomas Patrick Malone and Patrick Thomas Malone (Prentice Hall, 1987) are longtime favorites of mine on the two subjects of business management and human relationships. Each is filled with information, data and examples aimed at educating readers as fully as possible on the implications and applications of the authors’ research, knowledge and experience.

Karen E. Glover is Global Integration Partner at Kirkpatrick & Lockhart Preston Gates Ellis LLP in Seattle. She served as Managing Partner of the former Preston, Gates & Ellis.


U.S. District Court Judge John Kane Recommends:

Heroic Leadership

Chris Lowney, a former Jesuit, worked for J.P. Morgan for 17 years in very high-ranking positions, including as managing director in New York. In Heroic Leadership (Loyola Press, 2005), he pulls together the leadership principles that have guided the Jesuit Order for 450 years and applies them to modern, secular circumstances. Showing how the Jesuits created a culture of leadership, he describes the processes for developing independent thinking, self-awareness and heroism. The principles he explores work independently of any religious belief system and can be readily practiced by those in management. Lowney underscores the importance of personal -quality—and hence, personal responsibility. Heroic is therefore the apt adjective.

U.S. District Court Judge John Kane ( Denver) was appointed to the bench in 1977. He has been a public defender, commercial litigator, law professor and Peace Corps official.



Endless Referrals

Too often lawyers distance themselves from the very “sales” skills they need to cultivate in order to be profitable. Bob Burg’s Endless Referrals (McGraw-Hill, 2005) is a classic in that it recognizes how authenticity and generosity form the bond that exists in all healthy relationships, including professional ones. When clients and peers sense authenticity through your generous acts undemanding of reciprocity, the natural human reaction is to respond in kind. Moreover, the relationships created are not merely ones of quid pro quo. They are win-win relationships as both you and your client or colleague benefit. And when this is extended to all of your relationships, your life is abundant. This book is grounded in practical how-tos so anyone can start implementing the ideas in concrete ways to increase both productivity and profitability. The effects on one’s personal and professional life are truly unquantifiable. One effect is called “joy.”

Susan Cartier Liebel is a Northford, CT-based coach and practice development consultant. Her blog is at

About the Author

Stephanie West Allen, JD is a writer, speaker and mediator who presents seminars on harnessing brain power for improved networking, business development and conflict resolution. Her blogs are at and