I am making my Video Coaching Series available for free for the first time. If you want to learn about client development and get off to a great start in 2019, I urge you to watch the series and before you start, download the Client Development Participants Guide that you will want to use to get the most out of the program or contact me at firstname.lastname@example.org and I will send you a copy.
When I was a young lawyer, I learned about client development by the seat of my pants and trial and error. It all worked out for me in the end, but looking back now I think about how much time I could have saved if I had some coaching at the beginning.
As you likely know, I coached close to 1800 lawyers in the United States and Canada, in big firms, medium-sized firms, and small firms. In my 13 years, I learned that I could not coach the unmotivated lawyers. I told two law firms that they were wasting their money on the lawyers they had selected for me to coach.
I worked with one law firm and the first group of lawyers I coached set a goal of doubling the fees the group originated in two years. They doubled originations in one year and tripled originations in two years.
Their success led to the second group of lawyers who started with double the amount of fees originated of the first group. They doubled their originations in two years. For the third group, firm leaders asked office managing partners and practice group leaders to select lawyers who “needed coaching.” It was a disaster. I can’t coach lawyers who “need coaching.”
When I was being considered by one large law firm, I met with the firm’s management committee members who were located in the home office. One member asked me to describe the type of lawyer I wanted to coach. I said I wanted to coach lawyers who were like Tiger Woods.
The member who asked the question laughed and said: Tiger Woods doesn’t need a coach. I replied, leave aside the fact he has several coaches, I wasn’t describing ability, I was describing his burning desire to constantly get better and his work each and every day to that end.
So, if you are not motivated, or you really “need coaching” you won’t likely gain much from the videos and workbook.
On the other hand, if you have that burning desire to get better and are willing to work at it each and every day, download the Participant’s Guide with the link in the first paragraph and here is the link to the videos.