The Situation: Help a Large Law Firm Develop Their Key People
When a senior partner at a large law firm realized he needed to make a deeper commitment to marketing and business development in order to increase the firm’s prospect pipeline, he approached Steve regarding his services. While the partner was enthusiastic about where the process would take him, he wondered if the rest of his firm would share his passion for growth. After all, he wanted to see long-term behavioral changes his team could embrace as their own.
To prove his results, Steve had the idea to select one attorney in the firm (named Sheila) who he could coach for six months.
If there was significant improvement from the coaching experience with this “test” attorney, the partner would expand the relationship so that Steve could work with his law firm on a larger scale.
The Process: A Plan of Attack For Maximum Prospecting Efficiency
Upon assessing Sheila’s strengths and weaknesses through a one-on-one coaching session, Steve helped her develop a personalized plan to achieve her specific client acquisition goals. They tracked her lead generation and client acquisition activity to ensure that her goals were met month over month.
During subsequent monthly sessions, Steve would hold her accountable for her activities while sharpening her sales processes to obtain more new matters. Sheila was also invited into Steve’s weekly business development class that dealt with vital topics to attorney marketing, lead generation, and sales process. One of her key takeaways was learning how to set an agenda during prospective client meetings and questioning them to find their specific legal needs.
The Results: Sheila’s Book of Business Grew By Over 125% Within One Year
In fact, not only has Sheila’s book of business for her law firm grown by leaps and bounds, she has:
- Made huge strides in her efficiency and confidence to drive in qualified prospects and strategic partners
- Invested her time much more wisely than before, moving unqualified “time wasters” aside
- Has achieved greater levels of activity now than in any time in her career
VIDEO LESSON: Watch Steve make live call to his clients for quality introductions
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