Leadership for Lawyers was engaged by a growing regional AmLaw 2oo firm to develop and implement a business development training and coaching program to support new partners in achieving their origination and cross-marketing goals
Participants
15 non-equity partners across five offices participated in the eight month program.
Program Components
The program consisted of:
- A two-day training session (Friday and Saturday) and a second half-day training session
- Eight one-on-one coaching sessions
- Five cohort lunch meetings by video conference
- MBTI II Assessment with both a group and one-on-one debrief, focusing on business development implications
The training included topics on:
- How clients buy and evaluate legal services (and how that is changing)
- Developing a personal brand – verbal business card
- Thought leadership for lawyers
- Building an effective network
- How to write an effective business development plan
- Generating leads; identifying prospective clients and referral sources
- Working the consultative sales process
- Conducting a business development meeting with a prospect
- Writing effective proposals and pitches
- Managing your pipeline
- Managing and delegating to others so that you can grow your business
- and other topics
Results
Nearly every participant saw a significant increase in acquiring new matters and clients during and in the months following the program.