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 tell you how many hours I wasted trying to figure out by trial and error what would work most effectively for me. It was also harder for me to devote quality time on client development because no one was holding me accountable.
So, here are some benefits your firm might realize coaching your up and coming lawyers.
- Increase firm revenue and profitability
- Make its next generation of partners and firm leaders more focused on client development
- Develop individual and group responsibility and accountability
- Make client development a greater part of the firm’s culture
- Help each lawyer in the program determine the client development efforts that will work most effectively for him or her
- Ensure that each lawyer in the program is taking action
- Ensure that each lawyer in the program feel like they are in control of their future
- Client development will become part of the daily habits of lawyers in the coaching program
- Increase business with existing clients and to bring in new clients
- Enable lawyers within the program to get to know each other better, to work effectively as a team, and to collaborate on their client development efforts
- Increase opportunities for cross-selling among the lawyers coached
- Make client development go from an activity dreaded to one enjoyed