Business Development Workshops and Individual Coaching

Business Development Workshops

Drawing on many years working with lawyers to plan for and carry out successful business development efforts, we believe that the core business development workshop:

  • Should be conducted in groups of 10 and 15 participants;
  • Focuses on interpersonal communication skills that leverage professional networks;
  • Recognize the value and importance of the client perspective; and
  • Should be delivered in a one or two-day “launch” session, followed by individual coaching.

The “launch” session emphasizes four areas:

  1. The Client Perspective. Led by partners in the Wicker Park Group the preeminent client feedback consulting group in the legal marketplace today, the workshop content is centered on what, why and how clients purchase legal services.
  2. Business Development Meetings. Participants are introduced to the six steps of an effective business development meeting and practice active listening skills – critical to the success of any business development encounter.
  3. Communications and Rapport Building. Participants explore how communication styles and preferences influence buying behavior.
  4. Understanding Firm Capabilities. Participants share their experiences and expertise with the group, and collectively help each other address current business development challenges.

Our Advanced Program, conducted over two-days, features a team-based case study utilizing “real-world prospects” from business and academia.

The Business Development Workshop is taught by two instructors from McMurdo Consulting and the Wicker Park Group.

Individual Coaching

We believe that the success of the workshop is measured ultimately by the ability of participants to integrate good business development “habits” into their daily and weekly routines. A former colleague said it best: “Business development is a part-time job, not a sometime job.” Developing good, consistent habits is best accomplished through individual coaching sessions that allow the individual and his/her coach to focus more precisely on current and future opportunities and challenges.

Each of our projects begins with a discussion – a phone call, or an email exchange – focused on your ideas, concerns, plans, people, situations. If you’d like to discuss your ideas with us, we’re ready to listen.
 

McMurdo Consulting

24221 Old Mill Road
Vashon, WA 98070

Phone: 206.849.5358

Email: kevin@mcmurdoconsulting.com

Each of our projects begins with a discussion – a phone call, or an email exchange – focused on your ideas, concerns, plans, people, situations. If you’d like to discuss your ideas with us, we’re ready to listen.
 

McMurdo Consulting

24221 Old Mill Road
Vashon, WA 98070

Phone:
206.849.5358

Email:
kevin@mcmurdoconsulting.com