Quintilian, and J.S. Watson. Institutes of Oratory. Edited by Lee Honeycutt, 2010. Kindle Electronic Edition. Book 12 Chapter 9.
In book 12 chapter 9 Quintilian turns to some responsibilities that an orator has, not specifically related to pleading his case. He should guard against the desire of momentary praise. True eloquence does not necessarily gather praise. But it is always a good strategy (Quintilian XII.9.2). Those who seek applause will not necessarily pursue the best arguments (Quintilian XII.9.4). In fact, Quintilian notes, ancient orators would downplay their own eloquence, counting on the design of the speech instead (Quintilian XII.9.5). An orator should also be willing to take on cases which are not prominent. There is honor in working with relatively mundane situations (Quintilian XII.9.7). Quintilian would rather see the orator work in an understated manner. He also notes that some orators delight in attacking the advocates of an opposing group. This kind of personal attack does not further the cause. However, it creates real enemies, needlessly (Quintilian XII.9.11). On a positive note, orators should prepare for each case as well as possible (Quintilian XII.9.15). This requires limiting the case load. He will also want to make his arguments carefully, as part of his adequate preparation. The preparation, therefore, will have anticipated the possible objections and counter arguments so as to respond fluently (Quintilian XII.9.18). The adequate preparation will leave the orator fluent, “armed and standing prepared, as it were, for battle” (Quintilian XII.9.21).