This is part four of a five-part article. For the entire article, see the link below.
Step six entails creation of a method to track and measure success, using specific deadlines. How does the lawyer being coached define success? Is it three new clients in a particular industry? Is it five additional matters for an existing client? Is it strengthening his or her reputation in an area by writing three articles for a well-read industry publication? Lawyers carefully track progress on their matters and cases; tracking business development activities will feel natural to them and can help drive results.
Finally, a good business development coach will help a lawyer to focus on the pipeline that will delivery work to his or her desk in the future – not just today. What are the emerging issues that will threaten your clients? Create lists of clients and potential clients who will be affected, and begin a communication process that puts you in front of these clients well in advance of the pack.