Case Study: Business Development Training and Coaching

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


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



Nearly every participant saw a significant increase in acquiring new matters and clients during and in the months following the program.