by Matt Parfitt
On April 28, the Metro NY Business Development Shared Interest Group (BD SIG) met at the offices of Cohen & Gresser to discuss how to demystify BD coaching and what in-house BD teams and BD coaches can learn from each other. The group discussed different approaches and specific scenarios where ownership of their BD efforts lives with the lawyer, and how both in-house and external BD coaching can effectively support these efforts.
Sheryl Odentz, founder of Progress in Work, described the typical approach she finds effective when working one-on-one coaching lawyers. Sheryl described the ideal scenario as a three-legged stool where the lawyer, in-house BD/marketing team and the coach support each other's efforts and collaborate.
Michelle Goldblatt, Manager of Marketing & Business Development at Fried Frank, and Lisa Cooms, Director of Marketing & Business Development at Cohen & Gresser, went on to describe the different approaches they take at their firms and the typical coaching support they provide as well as the challenges they encounter.
Many thanks to Cohen & Gresser for hosting the event and providing lunch.
About the Business Development SIG
With pressure on business development professionals to increase profits and business development being one of the most sought-after specializations in law firm marketing today, LMA NY responded with the establishment of the BD SIG for discussion, sharing innovative ideas and overcoming common obstacles. Business development professionals are invited to attend quarterly meetings where they will hear from industry experts, attend roundtable discussions and get involved in practical workshops.