All of our business development training and coaching programs and initiatives focus on four basic areas of competence:
- Product knowledge;
- Interpersonal skills;
- Reputation and networking; and
- Client service.
Lawyers in firms of any size (10+) often know too little about the overall experience, expertise and capabilities of their colleagues. In addition, they are likely to know even less about the breadth of experience outside of the practice of law. Knowing more about colleagues not only builds espirit de corps, but also offers the potential to introduce clients and prospects to colleagues based on common interests outside the practice – a powerful way to build lasting relationships.
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In professional services – and particularly in law – ours is a referrals business. It is common for 80% + of new work comes as the result of a personal or professional referral. Training improves communication awareness and offers the opportunity to practice those skills.
Reputation and Network:
Lawyers are often asked “what area do you practice in?” Developing and publicizing a practice “niche” distinguishes both the individual lawyer and the firm. Training helps individuals identify and refine their developing “expertise” while introducing the attorneys to the growing number of reputation enhancement communication channels, including social media.
It is much easier to expand work with a current than to attract a new client. No surprise. Training serves an important role helping lawyers and staff develop authentic service initiatives and practice working with those initiatives in a constructive learning environment.
The training grid below – the “Grid” – was designed to serve as a roadmap for overall business development curriculum. It reflects the four areas of emphasis might be taught in the most common environments – at firm and group retreats, at brown bag sessions (typically 60-90 minutes) and through independent learning.
We believe that active learning is the best form of learning, particularly in friendly competitions, that encourage lawyers to learn from – and teach – each other. We can design training programs to be facilitated by in-house staff, and we offer a number of training templates adaptable to just about any content and situation.