Business Development

Build Your Book of Business

At one time, a lawyer could succeed simply by doing good work. In today's highly competitive legal economy, however, you must also bring in new work. If you are like most practitioners, however, you do not know how to best go about this process.

Throughout my 30-plus years of practice and 10-plus years of coaching, I have learned some very specific skills and methods that have helped countless lawyers develop their practices. I can put this experience to work for you.

Providing You With the Roadmap to Develop Your Practice

As your dedicated lawyer coach, I can help you:

  • Identify the target market in which you can succeed
  • Connect with clients, potential clients and referral sources within your target market
  • Wisely allocate your time—as well as your dollars—to efforts focused on your target market

Moreover, I will provide you with practical tactics tailored to your unique personality and comfort level. I know that there is no single right way to do this and that there is no "one-size-fits-all" approach.

Holding You Accountable

One of the most valuable aspects of my coaching services it that I work closely with you to ensure you remain accountable to the tasks at hand. Much like an athletic trainer, I will offer you the appropriate motivation and necessary follow-up to your business development efforts. We can schedule this however best works for you and your budget—on a weekly, bi-weekly, monthly or as-needed basis.

Business Development Case Studies

Case study #1: A senior partner at a large law firm had always maintained a respectable book of business, but it was starting to suffer in the recent economic downturn. Internal referrals and the law firm's reputation were no longer enough to keep his plate full, and he was under pressure to bill more hours. I helped this lawyer become more systematic and disciplined in his business development efforts—especially in the area of leveraging his considerable professional and community contacts. As a result, the lawyer was able to meet and exceed his firm's new marketing goals.

Case study #2: A managing partner at a mid-sized law firm heard me speak about business development at a CLE. Afterwards, he hired me to work with other partners and associates at the firm to create individualized marketing plans for each of them. Each plan played to the strengths of the lawyers. All of them walked away from the coaching process with increased confidence in their ability to bring in business, which they were all able to do. 

Case study #3: A junior partner at a mid-sized firm needed assistance putting together a personal marketing plan. What helped her most were my suggestions about prioritizing her efforts. The results were fantastic. When she started working with me, her book of business was virtually nothing. In less than two years, it grew to a six-figure number.

Want more examples? Read these business development coaching testimonials.

 

Learn More About Business Development

I frequently speak at CLEs on the topic of business development. I also write about it. If you’d like to learn more, read my articles:

Read my posts on this topic on my blog as well.

Let Me Teach You Everything You Didn’t Learn in Law School

Your ability to succeed at a law firm or on your own is closely tied to business development skills you never learned. Let me help you build those skills and develop your practice.

For more information on how my lawyer coaching services can support your business development, please call me at (612) 812-4500 or send me an email.

I liked the fact that Roy quickly demystified what other marketing/business development coaches believe to be a complicated process. He boiled it down to a couple of simple truths: people do business with people they know, like, and trust and that fi…" Read the rest
– Solo practitioner, Fort Lauderdale, FL

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