Over the years when I coached lawyers, several Professional Development and Client Development/marketing professionals contacted me asking for subjects to cover in client development teaching and training.
If I wanted to take just 30 minutes or less at lunch each month, here are the topics I might cover:
- What makes client development in 2018 and soon 2019 different and more challenging than 10 years ago – the economy (it’s roaring now), clients and the tools available
- How to develop a business plan
- How to determine individual goals that will challenge and stretch your lawyers
- How to determine what activities to undertake to meet their goal
- Methods you and your lawyers can use to hold the lawyers accountable
- How to raise their visibility and credibility to their target market
- How to write articles, blog posts and give presentations that will enhance their reputation and increase their chances of getting hired
- Building relationships
- How to work more effectively as a team
- “Beyond Selling”- How to get business without coming across like a used car salesman
- Extraordinary client service and expanding relationships with existing clients
Actually, I would put the last session first. I think one of the most important things you can teach your lawyers is how to provide extraordinary service to existing clients.