Would you be surprised by how few of your senior associates/junior partners have written goals and a business plan? I know I was surprised when I first started coaching new partners in my own firm. It was like they expected to “inherit” the clients when the senior lawyers retired.
As you know, business development is a contact sport and senior associates and junior partners will be successful if, and only if, they make business development part of their habits. I have found that those lawyers who do not have a burning desire will frequently say:
I haven’t been able to do any business development activities because I have been too busy with billable work.
Where can you start, to help your senior associates and junior partners make business development part of their habits? I suggest asking them these questions:
- Do you set goals for client development each year and have a plan to achieve them?
- Do you break your goals down into actions you can do each month or 90 days?
- Do you plan time each week for client development activities?
- Are you focused on raising your visibility and credibility to potential clients and referral sources?
- Are you focused about your contacts with clients, potential clients, and people who can refer business to you?
I have created a video coaching program with a workbook to help senior associates and junior partners get started with their business plans and client development. Here is a short clip from the video.