“[Elizabeth] helped me tap into my latent business development skills, and motivated me to create and take advantage of opportunities to market myself. The results speak for themselves: in just a few short months, my workload has expanded significantly, and new client opportunities continue to abound….” Former small, now large firm lawyer
“I have been using Elizabeth to coach me for over 3 years. She helped me figure out what I am best at in selling myself to potential new clients. I stopped wasting time on things or approaches that don’t work for me. She has helped 2 of my clients/friends who were fired land new jobs.” Partner’s email to a friend
Business Development Coaching for Lawyers
Business development support for lawyers. It is strategic, focused, unique, do-able and holds you accountable.
Format: It can be an ongoing Customized 1:1 Coaching Partnership, a Spot Coaching call for one-off challenges or questions, or you may choose one of the fixed fee Business Development Plan packages further below.
Strategic: Business development coaching helps lawyers develop more business from their relationships, directly and as referral sources.
Focused: Business development coaching also helps lawyers focus in on a potential target market, take steps to become known, liked, and trusted by it, and ultimately get hired or referred within it.
Unique: Every lawyer is different and business development coaching is not a one size fits all program. We will look at your strengths, interests, values, experiences and your network of relationships. We will consider what is already working for you, or has worked for you in the past in law and/or elsewhere. And we will build on your sweet spots to develop more business.
Accountable: Making time for business development is crucial if you want to have control of your career. This is true regardless of whether you are a junior associate, an overworked senior attorney, a busy solo, a new partner, or an experienced shareholder.
Do-able: Coaching helps you create time for developing business and gives you permission to only do what interests and fits you and your plan. Depending on your needs, your plan may include (1) identifying your target market; (2) identifying and consistently taking a few action steps to raise your visibility and credibility and develop or deepen relationships in it; and (3) taking steps to turn those relationships into clients. It’s not one size fits all!
WRITTEN BUSINESS DEVELOPMENT PLANS – if you don’t have a business development plan or yours collects dust, let’s put together a plan that works for your law practice and and that you’re eager to implement. Like the proverb about the best time to plant a tree, the second best time to implement a business development plan is today. Let’s create a do-able plan and start working it!
Fixed Fee “Business Development Plan” Packages
(Alternatives to an ongoing Customized 1:1 Coaching Partnership and to Spot Coaching. Available year round.)
- $1,000: Business Development Plan Coaching Sessions (2)
- $1,250: Business Development Plan Coaching Sessions (3)
- $1,500: Business Development Plan Coaching Sessions (5)
Coach’s Corner Bar Marketing Tips
Do Your Clients Remember to Think of You? — Before you even start spending money on new business development efforts, remember that the most often overlooked sources of business are former and existing clients. Even for very successful lawyers there is some truth to “out of sight, out of mind.” You don’t want to overdo it, of course, but you do want to be top of mind. Many lawyers make the mistake of thinking they are and then learning they weren’t.
Tip: Set up systems and tools that make it easy for you to stay in touch with your former clients and referral sources. There is a wide range; personalized ones are the most effective yet more time consuming. Find the right mix for you by prioritizing your contacts and strategically, consistently, persistently using 2-3 tools.
You can’t hit a target if you don’t know what it is. — A mistake lawyers often make is failing to develop a clear picture of their ideal target client. Without knowing details such as the NEEDS, likes/dislikes, characteristics, associations, habits, industries, and backgrounds of your ideal client, how do you expect to identify them, develop a relationship, and ultimately be retained?
Tip: Develop a very clear, detailed profile of your ideal target clients and then take aim with your business development strategies and action steps.