Business Development Coaching for Lawyers

“Every famous athlete, every famous performer has somebody who’s a coach, somebody who can watch what they’re doing and say, ‘Is that what you really meant? Did you really do that thing?’ and give them perspective. The one thing people are never good at is seeing themselves how others see them. A coach really, really helps.”
~Eric Schmidt, executive chairman of alphabet, on coaching

About the program:

• 30-minute individual discovery session to help customize the program around your needs

• 5 group training webinars. Sessions are recorded in case you miss one.

• One 30-minute individual coaching session

• General Counsel Networking strategy sessions

• Develop your elevator pitch

• Create your business development plan

• Shift from saboteur to sage

• Training materials that guide you through best practices in building more meaningful relationships across geographic and remote-working boundaries, social media, office culture/politics, getting clear on your goals, values, vision and outcomes, habits that will contribute value to you and your network, and more.

• Identify key strategies and tactics to leverage your marketing beyond your current efforts.

• Join from the comfort of your own location.

Program Outline

Session 1
Business Development Success Index – set your business development objectives and get ready to take action that will be relevant and worth your time! This is an opportunity to leverage your experience, identify your key targets, review business plans, align with your stakeholders, and more.

Session 2
The Sales Cycle – We will review the sales cycle (from client intake to retention), key language used to engage an connect with clients, practice pitching each other, reviewing and identifying criteria and best practices of a pitch team. Materials will be provided in advance. Participants will have an opportunity to ask questions, practice, and discuss key challenges.

Session 3
Conquer Your Saboteurs – Is fear keeping you up at night. In this session we will look at burnout, depression, and anxiety; learn how to recognize the saboteurs that are sabotaging your best efforts; and how you can use self-command to shift to sage for better well-being, higher performance, and stronger relationships.

*General Counsel panel – The panel will help lawyers understand how to connect with the decision-makers and get a seat at the table. It is about creating a community that helps you thrive. Learn how to connect with the decision-makers and find out what is most important to them. Previous sessions included Eleanor Lacey, VP, General Counsel & Secretary at Asana; Jennifer Adams Draffen, Associate General Counsel at Pinterest; Eve Saltman, General Counsel at GoPro; and A. Michelle (Shelli) Willis, Deputy General Counsel and Senior Vice President at SunTrust Bank.

Session 4
Building Relationships Remotely – Expand your network of referral sources, colleagues, industry partners, and clients to leverage the work you are doing and build your brand. Are you part of the communities where you need to be top of mind? So much of this happens online. Practice sharing what you know with the people who matter; learn what works when asking for the business; practice your elevator pitch.

Session 5
Roundtable – Key take-aways; summary of learning; implementation strategy.

Follow-up
Check-in by email within two weeks of the program.