i-Cue Legalizes Its Coaching Services

Attorneys are the newest group to discover how presentation skills can help them win.

Since its inception, i-Cue has targeted the corporate business community for its communications coaching and training services.

During the past few years, i-Cue has responded to increasing interest from the legal profession. The company now offers workshops and 1-to-1 coaching to attorneys seeking to improve their presentation skills – and use these skills to help win clients and cases.

It all started with a Continuing Legal Education (CLE) course that Shelley conducts annually for the Cincinnati Bar Association. Attendees learn how better presentation and communication skills can positively impact their practices.

One recent example is attorney Steve Halper of Katzman, Logan, Halper and Siegel. Steve attended Shelley’s 2010 CLE course and decided to enlist her services for some important upcoming trials.

Earlier this year, Steve represented a paramedic who was injured in a car accident while on duty. The story was compelling, but complicated. Steve knew he needed to tell it in a succinct, powerful way for the jury.

"Many courtroom attorneys simply do a data dump to the jury," Shelley explains. "They overload the jury with mountains of information, often delivered in a less-than-compelling style."

"I urged Steve to focus on connecting with the jury. Among adults, 90% of believability is based not on WHAT you say, but HOW you say it. Put yourself in the jury’s shoes. Don’t bore them; engage them – not only with information, but with powerful and persuasive presentation."

Shelley and Steve’s crafted their approach, based on four key components:

a. Instead of listing facts and figures, tell the jury a story, using visuals to help them follow along.

b. Use pictures to humanize your client to the jury. This is not a case; it’s a real person who needs their intervention.

c. Use simple mathematical equations to aid the jury in determining appropriate compensation.

d. Employ vocal variety, facial expression and body language to convince the jury. If your belief comes through, the jury will respond accordingly.

"I stressed with Steve that a picture is worth a thousand words (if it’s the right picture). Together, we developed PPT visuals to help the jury understand:

1. the rules of law applying to this case
2. the sequence of events, dating back to 2007
3. which facts were undisputed
4. testimony from Medical, Vocational and Economic experts
5. how to determine the appropriate compensation for the injured paramedic.

Steve won the case convincingly, and the verdict actually exceeded what he requested for his client.

About Shelley’s involvement, Steve said: "You understand what works in the courtroom, and you helped me be my best. Next time you teach CLE at the Cincinnati Bar Association, I'll show up to tell your audience, 'She’s great'."

Note: On November 29, Shelley will conduct CLE training for attorneys, under the auspices of the Cincinnati Bar Association. Before the class fills up, be sure to reserve your seat.