Over the years, we become more and more competent. We gain skills through experience. We learn things, and we synthesize our knowledge and experience into a skill set that enables us to act quickly and with the confidence of knowing that our actions will generate the results we predict.

But, over the years, we become less compassionate. We’ve been there, done that, and heard it all before. Our ability to express empathy suffers. We become less sympathetic, and we’re less interested in hearing the same old story we’ve heard a thousand times before.

But we’re okay with that because we know we’re getting results. We know our clients are getting what they deserve—and often more than they deserve as a result of the talent, skills, and abilities we’ve developed as we’ve grown into the capable professionals we are today.

Results trump compassion. You can’t spend compassion.

You can’t use it to send your kids to college. You can’t pay for groceries with compassion. You can’t enjoy your retirement years with a savings plan filled with compassion.

Compassion is nice, but it’s not what our clients really need.

Or is it?

And this is where the rubber meets the road and where the 20-minute lawyer may beat the 20-year lawyer.

Why Compassion Makes a Difference

The 20-minute lawyer, the one who got a letter indicating bar exam passage 20 minutes ago, loves her client. She’s excited for the opportunity to be of use. This is what she’s been dreaming of for years.

She doesn’t just return calls; she initiates calls.

She’s not complaining about too many e-mails from her client. She’s inundating her client with e-mails. It’s the client who can’t keep up.

She’s texting her client, stopping by the house to take a picture, wandering the neighborhood looking for witnesses, and pestering the client’s relatives about coming to testify.

When the client fails to fill out the diary, the spreadsheet, or the questionnaire, she doesn’t pester the client. She just gathers the information and does the work. She tells the client it’s under control.

You remember those days. You recall being that enthusiastic. That was before you got lied to, stood up, ignored, screwed out of fees, beat down, torn up, and jaded. Those were the days.

But you get results. You’re still doing the job. You don’t drop the ball. You get your client everything that’s possible. You’re good.

But then it’s over. The case is resolved. The engagement comes to an end. The client goes back to real life.

What’s the Outcome?

Yep, the 20-minute lawyer has done the job. The outcome? Fine. Not great. You could have done it with one hand tied behind your back.

Her client, though, is thrilled. Her client can’t wait to write a review on Facebook, Yelp, and Google and then tell 25 friends. Her client loves her.

Your client—you know—the one for whom you got a better result? How thrilled is your client? Is she writing on Google? Or do you have to ask five clients to get one review? Are you even bothering?

Yeah, yeah, I know. I feel you. I get it. We’ve been doing this a long time. It’s hard to be enthusiastic, energetic, and compassionate. I fully appreciate where you’re coming from on this. I understand.

But look at what your experience is doing to you and for you. See it for what it is. Understand it, compensate for it, and bring what you’ve got to the table to play. The game is still on. It’s not over. It’s time to grab some of that 20-minute energy. It’s good for you. It’s good for your client. It’s good for your business.