The quarterly publication of the International Legal Technology Association
Issue link: https://epubs.iltanet.org/i/43128
Lawyers Can Benefit from (Business Development) Coaching Who Can Benefit from Coaching? Consultants agree that the best candidates for coaching are senior associates and junior partners who need to learn how to build and maintain their own books of business, and also new laterals who need help with the transition to a new firm culture. Many firms also hire a coach when their long-time rainmakers near retirement or become ill, leaving the firm suddenly bereft of rainmaking talent and a pipeline of new business. Bob: Not all good lawyers are good candidates for business development coaching. Half of the lawyers at any firm will be below average in business development skills and potential, and realistically should be given some other support role to play. A good writer, for example, could write a speech for a rainmaker to deliver. In addition, law firms have an unfortunate tendency to select their "problem children" for coaching. Even with the best of coaching, it is unlikely that these individuals will ever succeed. Instead, law firms should select attorneys at the right stage of career development, those who have an innate ability and a true desire to do what it takes — under the direction of a coach — to develop new business. Mark: Coaching candidates must be willing to make a time commitment of 10 to 15 hours per month. No one should be forced to participate. In fact, it's a good idea to make your lawyers apply for the "privilege" of business development coaching. A Successful Coaching Plan A good coach will work with each individual attorney to arrive at a customized goal that lies at the intersection of that lawyer's personal and professional interests and abilities. With this goal in mind, the coach will help the lawyer determine a plan (the specific tactics and activities that support those goals) and a timeline for each. To be successful, tactics and activities must fall within a particular lawyer's comfort zone. Finally, the coach will meet regularly with the lawyer to monitor "homework," offer suggestions and support, amend the plan and timeline as necessary, and set new goals going forward. Karen: I've worked with three different business development coaches over the course of my career, including both Mark and Bob. Each coach brought something different and valuable to the table. Also, you sometimes get into a routine. Changing coaches can get you re-energized and keep you up-to-date with strategies that work for marketing. When I started with a coach, I was told it would help me find more business — and it did. What no one told me up front was how much work it would be, and how that hard work would lead to positive changes in not only my practice, but also my life. ILTA Janet Ellen Raasch is a writer, ghostwriter and blogger who works closely with professional services providers — especially lawyers, law firms, legal consultants and legal organizations — to help them achieve name recognition and new business through the publication of keyword-rich content for the Web and social media websites, as well as articles and books for print. Read her blog at constantcontentblog.com. She can be reached at jeraasch@msn.com. Survey Says . . . ILTA recently polled it's members to gain insight into their personal career development and resume-bolstering activities. 62% OF ILTA MEMBERS POLLED PARTICIPATE IN SOCIAL MEDIA Found career opportunities Network of professional connections has increased Both found career opportunities and network of professional connections has increased SOCIAL MEDIA PARTICIPATION ON A PROFESSIONAL BASIS 9% 47% 6% ILTA's e-groups LinkedIn Facebook Twitter Google+ 81% 75% 19% 12% 12% Peer to Peer the quarterly magazine of ILTA 71