A law firm leader once asked me if I would suggest questions to ask junior lawyers to determine if they would be the best suited for client development coaching. At the time I didn’t have questions, but at his request I suggested these.
I have written on this subject many times. But, I suspect after COVID-19 fewer law firms than ever have client development coaching programs for their young lawyers.
You will hear baby boomer lawyers say:
When I was a young lawyer, no one coached me.
True. No one coached me either and I can’t begin to
When I coached lawyers in a firm, I told the managing partners that it is incredibly important to select the right lawyers for the coaching program. I said:
I can’t motivate the unmotivated.
I also said:
The lawyers in your firm who will get the most out of coaching are those lawyers who you believe
What is client development coaching?
It is a program designed to help lawyers succeed in their efforts to attract, retain and expand relationships with clients.
Why does it work?
Do you workout? If you are like me you achieve more when you have a fitness trainer pushing you. Client development coaching works the same way.
As you know I left my law practice at the end of 2004 to coach lawyers in firms throughout America and Canada. While I took a substantial cut in income, when lawyers I coached succeeded and in many cases exceeded their own expectations of success, I felt it was very rewarding.
How can a coach
Your clients may have no idea whether or not you are a great lawyer, but they can easily ascertain whether or not you are focused on client service. I have written about client service several times. Take a look at my Client Service eBook.
Client Service and Cross-Selling
In 2007, I bought a Mac PowerBook for myself and for Joyce with the intention of converting my entire office to Mac. But, I continued to use my PC. It was simply easier to use the PC because I did not have to think about how to use the various programs. I had done it
I have struggled this year with on-line church. In the past I have struggled with on-line Spanish classes and on-line writing classes. I guess I am old fashioned in that I need to be there in person to stay attentive.
Teaching, training and coaching lawyers on client development has never been more challenging. This year,
Sadly, our lives have drastically changed, even since my post last Thursday. I’m trying to catch up with the “new normal.” I think it will take me some time.
In this time of “social distancing” you are not likely to attend an in-person client development program. As a result, I want to once again make
John Wooden passed away in 2010. Even though his passing was expected, I was still saddened and reflective.
When I was in college, I cheered against UCLA basketball teams. I remember being at a party watching UCLA lose to Houston in the Astrodome, in what was labeled the “Game of the Century.” Those of you