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Professional Development: Reimagining Business Development Training and Coaching
If you were to poll the attorneys in your firm about whether business development is an expectation or an option, would you get a consistent answer?
High performing firms are increasingly investing earlier and more often in attorney business development coaching and training. This is good news for a profession that historically looked down on business development as being beneath the character of a lawyer. Increasingly lawyers are recognizing that sales is about helping solve problems that need to be solved — an extension of rather than an adjunct to legal excellence.
For firms wanting to thrive through the next economic downturn and beyond, mastery of business development fundamentals is as essential as mastering legal skills. Yet training and coaching — whether done internally or through outside consultants — requires an investment in time and resources. Given the demands of the "doer-seller" role that attorneys must play to build successful practices, getting it right requires a holistic approach to business development training across the attorney life cycle.
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