This is part three of a five-part article. For the entire article, see the link below.
In the fourth step of the business development coaching process, a good coach will help the lawyer come up with useful ideas and resources. “Never say ‘this is what you need to do’,” said Tarlton. “There is no magic pill.
“Do some research and contribute this knowledge and these resources to the lawyer,” said Tarlton. “Provide examples of tactics used successfully by similar lawyers. Ask the lawyer to name colleagues who are successful at business development – and to analyze these lawyers’ approaches. Encourage the lawyer to generate individualized business development ideas based on these resources.
“Lawyers are naturally curious and process-driven,” said Tarlton. “Get them interested intellectually in business development and they will likely buy into the process.”
The fifth step of the process involves supporting and encouraging the lawyers as they attempt to implement their business development ideas. Behaviors that are rewarded tend to be repeated.
“This support can be individual,” said Tarlton. “A coach can drop by the lawyer’s office on a regular basis to assess and provide positive feedback, and to ask and answer additional questions. Support and encouragement also can be firm-wide, such as a method for public recognition of lawyers’ business development accomplishments – perhaps in meetings or firm-wide emails or on the firm’s intranet site.”