I love this quote:

Give a man a fish and you feed him for a day. Teach a man to fish and you feed him for a lifetime. Chinese Proverb

Giving your younger lawyers work and making them “service lawyers” is analogous to giving them a fish. Teaching them how to develop business is an incredible return on investment (ROI).

Why are law firms not teaching and coaching their lawyers how to develop business in 2012? Many firms view this as a cost rather than an investment that increase firm revenue. Many senior lawyers also believe generating business is a God given talent. Lawyers either have it or they don’t.

As many of you know, I started a client development coaching program for new partners in my old firm. In one year the group of 15 lawyers doubled their volume of business. Why did that happen? It wasn’t that I was a great coach. It was because the junior partners became focused on client development and found a path to make their efforts successful that they had not tried before.  Time and time again, I have seen the same results for junior partners and senior associates. Many double their business and some triple their business in just two years.

Client development coaching will help increase firm revenue for both small firms and large firms. Do you want to start a client development coaching program in your firm, like I did at my old firm? If so, I want to share with you how to make the program a great success.

Join me for a FREE webinar on February 21, at Noon CST. Obviously there are a limited number of phone lines available for the webinar, so it will be on a first signed up basis. Contact jflo@cordellparvin.com so your firm can participate. I will have a detailed handout for participants. But, I also invite you to send questions you would like for me to answer.

I will leave you with one final quote:

You will have more fun and success helping other people achieve their goals than you will trying to reach your own goals. Dale Carnegie

I know that is true because I have actually experienced it.