Advocacy is about persuasiveness. It is about selling your client’s story to the decision maker or tribunal.
Your personal presentation is important including good, polished shoes.
Poise is another factor-hold your head up. Relish your space and own it.
Make eye contact with those you are seeking to persuade and lean forward.
Personality? Be yourself.
When you open your mouth keep it simple, not long winded. And remember: what you say should be irresistible.
An irresistible argument is
- Common sense
- Elegantly delivered
It is usually the simple argument, not the complex, that is accepted and wins the day.
Prepare your closing statement first. Yes, first.
Then work back. Remember: a witness gives a fact. An advocate can comment on that fact.
No fact? No comment.
Don’t ask unnecessary questions. Ask the questions you need to elicit the facts which will allow you to make the comments in your closing speech.
Your closing speech is your map. It tells you what comments you want to make.
The comments you make tell you the facts you need to establish.
The facts you need to establish tell you the questions you need to ask, and of whom.
Remember: start with the closing speech
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