“Business developers who work in roles that are consistent with their personality, values and interpersonal characteristics are more likely to outperform those who are less well-matched,” said Brown.  “It is important to match lawyers with business development activities that fall within their comfort zones.”

To do this, Brown developed a tool called the Lawyer Behavior Profile.  “This tool is a personal GPS for building a lawyer’s practice,” said Brown.  “It is objective, designed specifically for lawyers and focused specifically on business development traits.  Its goal is to help lawyers best deploy their strengths and work around their weaknesses in the business development process.”

The Lawyer Behavior Profile is a deep-dive assessment that Brown’s company administers to its clients. 

This post is part three of a six-part article.  For the entire article:

 

Match lawyers’ business development efforts to personality traits