It’s 2017. More baby boomer lawyers will retire this year.
Is your firm working to create your next generation of rainmakers? As you might imagine, I strongly believe a coaching program helps.
I like to tell people that if client development coaching had been available when I was a young lawyer I would have saved so much time just by getting feedback. I would have been far more focused and accountable.
As you may know, when I coach a group of lawyers in a firm, we meet in person for one-on-one coaching and group coaching sessions several times a year.
Recently a firm marketing director asked me what we cover in those group meetings. I invite you and your firm to “steal my stuff.” That is why I put an active link to my presentation materials. Here is the list of most requested topics:
- What makes client development in 2017 different and more challenging than 10 years ago – the economy (it’s still a client’s market), clients (they are no longer local and no longer loyal) and the tools available (blogging and social media have made it easier to become visible to a target market.) We usually cover these subjects in the kick-off session.
- How to develop a business plan (Covered with the next three topics)
- How to determine individual goals that will challenge and stretch them
- How to determine what activities to undertake to meet your goals
- Methods to hold yourself accountable
- Making Time for Client Development
- Client development mistakes to avoid
- How to raise your visibility and credibility to your target market
- How to write articles and give presentations that will enhance your reputation and increase your chances of getting hired
- Blogging and Social Media
- On-line tools for computer and iPad
- Building relationships
- How business clients select lawyers and law firms
- “Beyond Selling”– How to get business without coming across like a used car salesman
- Expanding relationships with existing clients
- Extraordinary client service
I strongly believe your lawyers will be better able to attract, retain and expand relationships with clients, if you make these topics part of your client development coaching program.