As the legal market has become progressively more competitive, it is important that lawyers at every level develop the skills to bring in clients. While some law firms still rely on long-term relationships with institutional clients and others depend upon a relatively small number of senior attorneys to bring in the bulk of the work, the reality is that the long-term viability of a law firm is dependent on other attorneys learning and growing in this area.
Furthermore, associates, counsel and partners at all levels are well aware that their ability to bring in business will have a significant impact on their career options and income going forward. Lawyers who don’t bring in business can get stuck in dead-end careers, or even lose their jobs and have trouble finding ones with comparable remuneration.
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Being a good lawyer used to be enough. However, the legal profession has changed, and now business development and marketing are crucial elements of the success equation.
Blog/podcast: How Business Coaching Helps Lawyers Be Their Best
Having worked with attorneys in a wide range of practice areas and cultural environments I can help you to craft a plan that optimizes your chances of reaching your goals in the shortest period of time. Most lawyers generally know what to do to increase business: focus on a specific niche, speak and write about an area of expertise, network, etc. Like losing weight, it is simple, but often, not easy. Most people get caught up in one of two places. Either they have trouble choosing priorities or they have difficulty taking the actions. I help with both.
International business development has some unique challenges. Marketing yourself to the entire world just isn't practical. I help you to turn your specialized knowledge and experience into a strategy that maximizes your results and ROI.
Promoting yourself as a neutral is distinct from developing business as an advocate. I work with mediators and arbitrators to help them create a reputation that attracts their ideal clients and turns their passion into a profitable business.
Coaching Lawyers In Business Development Best Practices
, jointly hosted by ABA Women Rainmakers and Women's Bar Association of DC, September 13, 14 and 19 (Baltimore, Washington, DC, and Tysons Corner, VA), Presenter.
International Law Forum Business Development Lunch:Toto, I Don't Think We're in Kansas Anymore: Negotiating Cultural Difference in the Context of Business Development, Women's Bar Association of DC, September 29, 2016 (Washington, DC), Facilitator.
“Anna's coaching sessions were very useful for keeping me on track and helping me to stay inspired. Work is always so busy that it can be hard to make time for the important things. Having weekly calls with Anna helped me to get more clients, and most importantly, to get more of the clients whom I really enjoy working with. Talking regularly kept me focused and we were able to address all of the many things that were pulling at my time so that I could have more energy for creating a practice that I really enjoyed.”
Building Rainmakers: The Definitive Guide To Business Development For Lawyers
Anna is a terrific resource for attorneys interested in advancing their careers. She is extremely knowledgeable, thoughtful, and practical. If you are ready to explore your true potential, Anna should be your first call.”
“I was no longer feeling motivated after my first few successful years of business and felt down about myself and my lack of drive. Anna helped me see that I'd grown beyond the goals that had initially inspired me. Together, we found that I still wanted to do what I was doing, but for new inspiring reasons! My passion was reignited and my inner-critic quieted. Anna also helped me to design and implement a structure that kept me focused on the big picture (rather than get lost in daily details) both in my work and personal life. The entire process helped me realize what gives me joy and gave me the space to experience that joy.”
”Anna is a great coach for lawyers. As a former lawyer herself, she understands the internal dynamics of law firms and yet brings an objective outside perspective. I think any lawyer would benefit from working with Anna because, regardless of your level of experience or expertise, she helps you to achieve the next level of insight and skill.”
How To Foster Your Law Firm's Business Development Culture
“Anna helped me make the transition to a new career. She helped me sort out my thoughts and prioritize my goals for my new professional life. With Anna’s support and guidance, I was able to craft a life that works for me and provides the balance I was sorely lacking.”
Anna was an excellent coach who provided great advice in developing strategies to create new business, developing a practice group, and managing a group of professionals. Most importantly, she made me realize I could accomplish my goals in a manner that fits my personality and values. I would highly recommend Anna to attorneys at all stages in their career.”
“Anna helped me develop strategies to focus and enhance my business development, but even more importantly, she helped me do it in a way that made me less stressed than I imagined possible. After working with her I was able to take my first vacation in years. Anna is an amazing coach and I would recommend her to anyone”
Daniel Roberts, J.d.
”Anna is a marvelous coach. I completely opened up with her and was able to work through some sensitive issues. I always felt completely safe. Her encouragement, purposeful yet gentle probing, along with her valuable ADR connections, tools and technique helped me find my direction at a major crossroads. I highly recommend!”
”I’m getting real, concrete results from working with Anna. Anna helped me to design strategies for getting more business, communicate more persuasively with potential clients, and stay motivated on such targets. I have always focused on how to be an excellent lawyer, but Anna is helping me expand myself in other ways as well. Anna is knowledgeable about the legal market, in Turkey and elsewhere. Not only has working with Anna made a big difference for me professionally, it has also been an enjoyable experience. She is insightful and helpful in more ways than I imagined”.
“I really enjoyed working with Anna. She asks useful questions that helped me to see situations in a new light. I'm pleased with the decisions that I made as a result of our conversations and I think that anyone would benefit from working with her.”Law firms of all sizes are struggling to grow as competition stiffens, clients grow more demanding, and outdated business models disincentivize desired behavior. Firm leadership is placing increasing emphasis on generating business development results, lawyers slowly and reluctantly adopt and adapt, and marketers struggle to unite the expectations of the former with the behaviors of the latter.
Business Development Coaching For Lawyers Is The Best Way To Learn New Skills
However, culture shift does not happen in one fell swoop – people need to agree to change, which can be a slow and incremental process. Marketers and business developers should consider implementing one of the most effective revenue-enablement initiatives we’ve seen in the industry: a business development coaching program with a select group of lawyers.
This definitive guide compiles best practices from our 20 years of experience with coaching lawyers, survey results from industry white papers, tried-and-true coaching strategies, and perspectives from seasoned legal marketers.
This guide is robust and approximately a 30-minute read. It also includes supplementary webinars, podcasts and articles in the right sidebar, so don’t hesitate to bookmark this page for later reference if you don’t have time to finish it now.
Legal Business Development Isn't Rocket Science: 250+ Easy & Actionable Ways To Grow Your Book Of Business (in Less Time And With Greater Results): Fretzin, Mr. Steve: 9798778401655: Amazon.com: Books
Tie the initiative to your firm’s strategic plan, gain buy-in from lawyers and leadership, and make a business case for budget approval.
If your department is under-resourced, leverage the expertise of service providers to reduce the burden on your bandwidth, increase efficiency, and (often) ROI.
In a recent market-wide survey, legal marketers rated business development coaching as the #1 most effective revenue generation strategy at their firm.
Case Study: Bd Coaching Helps Lawyers Achieve 6 Figure Growth
Firms can use this data to focus more on what’s working and less on what’s not. For example, despite the massive sums that law firms spend on advertising every year, print and digital advertising were rated least effective of all the strategies listed.
To put the problem in traditional sales terms, if your product is a BD coaching and your prospects are lawyers, you won’t be able to close them on participating if you don’t address their objections. And most lawyers are reluctant to engage in anything that might distract them from billable work unless their self-preservation depends on it. As any good salesperson will tell you, when your prospects show reluctance to buy, you must be able to counter their objections effectively.
By far the most popular complaint among lawyers, this objection is also understandable. Fortunately, you can alleviate much of this burden by managing the organizational and administrative tasks involved. Schedule monthly meetings with each lawyer to review their pipelines. Help lawyers keep track of prospects using a simple task management or pipeline management system (rather than CRM, which lawyers rarely use). Ask them to send emails, make calls, and schedule lunches with prospects
Atticus Attorney Law Firm Coaching Workshops Management Programs
, while you have a captive audience. Focus on activities that are easy to implement (e.g. happy hour with a client) rather than time-intensive endeavors like article-writing
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