Many law firm leaders fail to highlight to their teams the significant impact referrals can have in reducing marketing and client acquisition costs. Traditional marketing and business development strategies can be expensive and often lack the personal touch that referrals inherently provide. In my work coaching lawyers on business development, I’m frequently surprised by how […]

In the early stages of my coaching process with lawyers, I delve deeply into their business development (BD) activities, honing in on the specific individuals they are targeting and attempting to build a relationship with. It’s a common scenario that, despite persistently focusing on the same names, they see minimal returns on their time and […]

In the professional services sector, collaboration is crucial for providing comprehensive and integrated solutions to clients. For instance, lawyers who build relationships with accountants and Chartered Business Valuators (CBVs) can significantly enhance their ability to give well-rounded advice, particularly in complex financial and valuation scenarios. Additionally, these relationships open up business development opportunities through cross-referrals.  […]

I advise the lawyers I coach that the cornerstone of business development, beyond providing exceptional service to current clients, lies in meeting people and fostering relationships. They understand this concept. However, when I inquire about their greatest challenge or fear, they often admit it’s the prospect of attending events or cocktail parties and meeting new […]

In my coaching sessions with lawyers, a frequently mentioned reason for their reluctance to dedicate time to business development is the scarcity of available time. This hesitancy is especially understandable given their focus on meeting client demands and achieving chargeable time targets, whether as an associate or partner. At partner level, time becomes even scarcer […]

Throughout my years as a business development coach for lawyers, I have encountered various challenges related to image issues that I have had to address before a plan for business development goes any further. Additionally, while serving as a member of my former firm’s leadership, I have addressed many concerns such as body odor, bad […]

Networking is essential for lawyers seeking business expansion. When executed proficiently, it fosters relationships and enhances business prospects.

As a contracted Business Development Coach for many law firms, over the years I have seen how business development coaching can play a significant role in driving growth and profitability. In no order of importance, here are some ways this niche coaching can contribute to the success of a law firm: 1. Greater focus and […]

Collaboration can play a key role in revenue generation for law firms, by better serving their existing clients and securing new ones. By working together effectively, lawyers can share ideas, knowledge, and resources that can help them to better understand the needs and goals of their clients and develop more effective solutions to meet those […]

As a business development coach for lawyers, I help some clients overcome their fear and anxiety around business development and generate new revenue. While lawyers may not have gone to law school to learn about business development it is important to grow their business. In addition, business development may not be the primary focus of […]