Business Development Training & Coaching

Transforming lawyers into powerful rainmakers

How well are your lawyers adapting to this new environment?

Do they have the right mindset, the right techniques, the right relationships, the right measures and the right habits to excel as rainmakers?

Navigating the hybrid world of virtual and in-person client development often requires:

1. New strategies

2. New relationship building skills

3. Consistent implementation

“Hiring David was a home run for us. We have used a variety of coaches and trainers focused on a variety of target groups (young producers, top producers, declining producers, etc.) – David is the first one that has been able to customize his system and approach to hit each individual’s target. He started with us several years ago, and our top producers and BD folks don’t ever want him to leave (including me). He is fantastic.”
Jay Felton, Executive Committee Member, Lathrop GPM LLP

Comprehensive & customized virtual training programs

A law firm is no place for “one-size-fits-all”. While there are fundamental elements that serve as a foundation for success, we understand that every lawyer and every firm is different, and each brings a unique set of skills, desires and perceptions to how they can build their practice.

To that end, we provide customized training workshops, personalized planning and ongoing coaching to help lawyers establish a comprehensive set of skills and habits around marketing, selling, and client service that can result in a thriving, sustainable practice.

Our workshops create greater engagement, deeper learning and drive more action by using tools like virtual breakout rooms, flipped classrooms, group cohorts, quizzes, videos, polling, group chats, collaborative brainstorming, peer coaching, interactive exercises, simulations and learning by doing.

Our programs can be designed for equity and non-equity partners, counsel, associates, laterals and marketing professionals in firms of all practices and sizes.

Personal coaching to support implementation

Personal coaching is the magical alchemy that transforms training into skills, and skills into ongoing habits.

We accomplish this by engaging in a personalized planning and implementation process that is tailored to the strengths, needs, opportunities and aspirations of each lawyer. Our role is to serve as a strategist, teacher, motivator, marketing conscience, sounding board and reminder system. Together, we turn their plans into manageable action steps that fit well into the intensity of their busy practices.

The coaching usually runs over several months, during which we refine their personal plans, develop and ingrain new skills, pursue new and existing opportunities, build a solid foundation for long-term success, and maintain accountability.

Program structure & methodology

The main elements of our training and coaching programs include:
1

Co-design a customized training program

2

Conduct interviews with selected leaders and rainmakers

3

Deliver interactive virtual business development workshops

4

Develop customized plans with people to be coached

5

Provide months of ongoing telephone coaching

6

Offer free coaching for selected marketing professionals

Through our training and coaching, your lawyers can:

  • Create personalized business development plans
  • Build a stronger personal brand and the ability to communicate it
  • Acquire new client development skills and techniques
  • Generate new revenue from existing clients, new clients and referral sources
  • Identify and act on internal cross-selling opportunities
  • Maximize opportunities from ten powerful networks
  • Enhance their effectiveness at seminars and conferences
  • Use speaking and writing to build new relationships
  • Excel at meetings with prospective clients
  • Stay top-of-mind with important contacts
  • Improve their ability to deliver exceptional levels of client service

Unleash the rainmaker within

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