Coaching FAQs

What is client development coaching?

It's the process of moving a professional from being mediocre at client development to being successful at it. It's a structured and straightforward process of equipping a motivated professional with the tools, knowledge, practical steps and accountability they need to become more effective in building client relationships and in generating new business. The program is tailored to meet the specific client development needs and priorities of the professional being coached.

A client development coach partners with an attorney through one-to-one sessions where the coach guides the motivated professional through the process of identifying their needs and priorities, focusing their efforts, establishing their objectives and creating a personal action plan that is tailored to what the professional wants to accomplish. With the understanding that the professional knows their practice and business relationships best, a coach will help the professional to identify and leverage both existing and new opportunities and work with the professional to break down the overall task into achievable steps.

The combination of the individual attention and the accountability that is inherent in the coaching process helps a professional to move forward in achieving their client development goals at a much faster and more consistent pace than they would on their own.

Why do I need a client development coach?

Most of us in business have client development aspirations, but often find that we lack the clarity of vision, the specifics of direction, the investment of time and/or the accountability we need to move forward. A coach can help a motivated professional turn a business development aspiration into a concrete vision with relevant action steps so that the professional can begin to move forward in accomplishing his/her goals today.

In what ways will a client development coach help me?

A client development coach will help you to:

• become better equipped to bring in business
• determine where you want to go and how you are going to get there
• think through specific opportunities and create a purpose-driven plan
• keep action steps simple and realistic
• zero in on the client development matters most important to you
• identify your strengths and help you find ways to use them in building business relationships
• clarify and define your client development objectives and action steps
• remain on course so that you move forward at a more consistent pace than you would on your own

What happens when I hire a coach?

• you establish accountability to help you accomplish the things you determine you want to do
• you take yourself more seriously in client development matters
• you create a plan with realistic results-oriented action steps
• you take more effective and focused actions immediately
• you identify your obstacles and receive perspective on how to address them
• you gain the perspective you need for setting better goals
• you increase professional satisfaction because you are focused on your strengths, interests and goals
• you increase your confidence and create momentum so that it becomes easier to achieve results

Will you briefly describe how the coaching program works?

While the coaching program can be customized to the specific needs of a law firm and/or professional, the standard program is typically six months in duration and includes a total of ten sessions. Throughout the program, you will use your sessions to discuss your objectives, progress, concerns, obstacles and successes. All coaching sessions are confidential.

Who should participate in the coaching program?

The one-to-one coaching program is for motivated attorneys, including partners and associates, who are interested in becoming more effective in building client relationships and in generating new business. The coaching process is tailored to the experience, needs and interests of the individual attorney being coached and provides a forum for addressing the client development matters that are of most importance to the professional.

How long is the coaching program?

The coaching program typically lasts six months, although longer or shorter periods of time can be arranged depending upon the needs of the professional. Coaching maintenance programs are available for professionals who have completed their initial program and would like to continue on for an additional period of time.

What is included in the coaching program?

• Two 1-hour in-person discovery sessions the first month
• Two 45-minute telephone coaching sessions per month for months two and three
• One 45-minute telephone coaching session per month for the remaining three months of a six-month program
• Unlimited "urgent" phone calls and emails for the first 60 days
• Response within 24 hours to client-initiated emails relative to your specific client development concerns
• A 1-hour in-person debriefing session at the end of the professional's coaching program to evaluate the professional's progress and to discuss their on-going activities

How much does the coaching program cost?

The program fee is on a per attorney basis and is dependent upon the length of program the client chooses. The coaching program can be purchased by a law firm for a select number of attorneys or by an individual attorney.

How can I be guaranteed that my investment will bring a positive return?

It is important to note that success is greatly dependent upon a professional's personal commitment to and involvement in the process. The more you put into the program, the more you will get out of it and the more rapidly you will move forward in achieving your client development objectives. However, if at any point you are not completely satisfied with the coaching program, you may terminate your program and pay the fee that you believe best reflects your level of satisfaction for the services you received.