Do Your Clients Think of You as Their Lawyer for Life? 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. What are you doing to develop and maintain an ongoing relationship with your clients? A mortgage lender friend called herself her clients’ mortgage lender for life. How do your clients think of you? Do they remember to think of you?
Business Development Coaching for Lawyers
Business development coaching helps lawyers develop more business from their existing and former clients, directly and as referral sources. Business development coaching also helps lawyers focus in on a potential target market and take steps to become known, liked and trusted, and thus ultimately hired or referred by people within that market.
Every lawyer is different and business development coaching isn’t a one size fits all program. But we will look at your strengths, interests, values, experiences and the state of your network of relationships. We will consider what is already working for you, or has worked for you in the past whether in law or earlier. And we’ll build on your successes to move you towards where you want to be, even if you want to develop a new area and leave a successful but unloved one behind.
Making time for business development, or as some people call it – marketing – is crucial if you want to have control over your private practice and career. This is true regardless of whether you are a first year attorney, a mid level associate, an overworked senior attorney, a busy solo, a new partner, or an experienced partner. Coaching helps you create time for developing business and gives you permission to only do what interests and fits you and your plan.
Coach’s Corner Bar Marketing Tip: A mistake that lawyers often make is failing to develop a clear picture of their ideal target client. Without knowing details such as the likes, dislikes, characteristics, associations, habits, industries, cultural and socio economic backgrounds and NEEDS of your ideal potential client, how do you expect to identify them, connect with them, develop a relationship with them, and be retained by them?