All relationships, whether business or personal, need to be nurtured to grow.
Training and coaching helps to nurture current client relationships and increase opportunities within a prospective client pool.
Training and coaching is undertaken only in select circumstances and as limited engagements with mid-career and senior lawyers or teams making a strategic transition to new markets, services or practices.
Training may include:
- Developing or recasting a personal brand.
- Creating a manageable short-list of attainable prospective clients.
- Identifying marketing activities specific to new client targets.
- Business development goal-setting that is achievable.
- Developing a client team program.
Coaching is usually structured around business development leadership skills, a select market, service or practice, key clients, transitioning clients, and succession planning.
It is conducted as a secure and private conversation to explore issues, probe concerns, determine key revenue streams, clarify strengths, identify next steps, and develop constructive plans leading to targeted leadership or personal goals.
The Fickle File Fairy
The Lean Law Reckoning
The Modern Dinosaur
Living in Interesting Times
Managing Your Sales Pipeline
Is the Sky Falling?
Wake Up, Smell Coffee
Leveraging Referral Networks
A Hymn to Her
12 Questions – A Personal Checklist for Business Development
Grooming Best Clients