Converting Partners' High-Potential Contacts Into High-Margin Clients
Personal Planning Meetings Lawyers will leave the ResultsPath seminar excited by what they have learned, but the following day most will experience the frustration of "What do I do now?" Simply, they won't know how to begin using their new knowledge or how to apply it to their personal practices. In the days immediately following the seminar, the coach takes on a planning role. He meets with each lawyer for 90 minutes to construct a workable action plan. He first gets past the practice label (litigator, corporate attorney, etc.) and learns precisely what each lawyer actually does for a living, with what kinds of companies, and what value the lawyer delivers to those clients. Next the coach helps each lawyer establish goals to guide that lawyer's effort--and the coach's implementation advice. This is often the first time that most lawyers have thought about goals in measurable terms, and many have difficulty with it. The coach will create a strategy or approach to guide the lawyer to achieve his or her goals, making sure that the lawyer is comfortable with it, and that it matches his or her personality. Finally, he suggests initial tactics to get the lawyer started, helps the lawyer establish completion deadlines, and exhorts trainees to re-connect with the coach frequently to evaluate tactical results and suggest next steps. Caveat: Sometimes lawyers have no market Position from which to sell, in which cases the coach will help them figure one out and guide them in how to establish that Position. Lack of a Position will, however, delay sales results. This is one of the factors considered in the Selection phase. Integrating Sales with Marketing and Business Development To increase collaboration between Marketing and Sales, a member of the marketing department or business development function participates in each session to
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