Build enthusiasm, desire and action amongst your lawyers for getting face to face with clients and prospects and bringing in business.
A recent Wall Street Journal article reports that law firms have become increasingly aware that training lawyers in marketing and business development is a key way to drive business. But, seasoned marketers know that training by itself is only a partial solution. As the old saying goes, “You can lead a horse to water, but you can’t make ‘em drink.” Even a lawyer well-schooled in the fundamentals will complain about lack of time, natural skill or interest.
This workshop presented by Craig Brown reveals how to leverage the lawyer personality to motivate your lawyers to be regular active builders of business.
Join us as we dive deep into the lawyer mindset and explore how to best leverage each lawyer’s unique strengths for business development success. Discover the seed’s of your lawyers’ reluctance and lack of business development motivation and learn how to overcome it. You’ll enjoy fun war stories, heartwarming personal successes and interesting insight as you discover how to get your lawyers to act.
Click here to register.
This program will help participants to:
•Identify obstacles to sustained business development
•Understand how the lawyer personality blocks business development and how it can be used in the reverse, to kick-start business development
•Understand lawyer-focused assessment tools that provide a framework for coaching each personality type to bring in business
•Identify distinct personality types and how to work with them
•Coach lawyers to use their unique strengths to their advantage in finding and servicing clients
•Get excited about motivating lawyers to take advantage of unique business development opportunities in the current economy
Case Studies:
•Introverted Academic – Challenge: Group participant felt that being a good lawyer was enough, did not go to law school to be a sales person and did not like public speaking or networking events. Approach: 1. Gave him permission to approach business development in his own way. 2. Conducted in-depth personality training 3. Gave him tools that enabled that approach – serving on bar committees and charitable boards, including him in pitch meetings with discrete segmentable tasks, created task lists, created private affirmation of success. Success: excitement for business development, measurable revenue growth, evangelized to other similar situated lawyers in the firm
•Pipeline Initiative – Challenge: Firm had done an excellent job of identifying and executing on appropriate awareness and credibility activities (speaking, writing, joining etc) but still had very little increased revenue they could show for it. Approach: 1. Leveraged awareness by tying it to actual relationships 2. Created pipeline tools to track and move forward relationships made at awareness events 3. Built in accountability to self and firm for creating pipelines and driving relationships forward Success: More relationships came out of the awareness activities and lawyers began to approach each activity with the end (increased trusting relationships) in mind
•Business Plans – Challenge: Firm required business plans every year but they were created once and then never reviewed until the next year’s plan was due. Approach: 1. moved business plans back to a later part of the training process so lawyers had more context for what goes into a plan. 2. Provided forms that focused the plan on pipelines so lawyers were looking at a more dynamic document every week rather than every year 3. Tied plans to actual people using pipeline tools so the key driver was moving people rather than projects 4. Used business plans as useful tool rather than an unnecessary requirement Success: Lawyers began to build friendships and levels of trust with contacts rather than treating them like by-products of a conference. Lawyers started referring to key documents and tools on a more regular basis so it was a regular part of practice rather than an annual tolerated event.
Handouts:
•Summary of seven distinct personality types
•Article – Make Rain by Being You
•Article – Urban Myths of Law Firm Business Development
•Copy of the presentation
Speaker
Craig Brown has worked with law firms for more than twenty years in the areas of business development, finance, knowledge management and legal research. As a former lawyer and sales executive in the legal industry, he coaches lawyers how to build relationships that lead to strong books of business and meaningful practices. He is a Principal Consultant with LawVision and the founder of the Motivera Group and Modena Seminars. He has developed and conducted hundreds of action-oriented seminars using leading edge, adult learning methodologies. Craig’s services include:
•Business development training and coaching programs
•Lawyer assessments through the Lawyer Behavior ProfileTM
•Law firm retreat facilitation
•Speaking and training engagements for individual meetings and retreats
He regularly speaks at industry conferences and events and at private law firms on marketing, business development, sales and training.
Cost
Member: $30
Non-Member: $45
Students: $20
Careers In Transition: $20
Payment may be made at the event or sent to Allie Trap, Bryan Cave HRO, 1700 Lincoln Street, Suite 4100, Denver, CO 80203.
Online registration closes at Noon on Friday, September 6th. We cannot guarantee the ability to accommodate walk-ins, so please register by the deadline date.
Cancellation Policy
Reservations not cancelled by Noon on Friday, September 6th will be billed for the entire registration fee. To cancel your registration, please contact Allie Trapp at 303.866.0653 or allie.trapp@bryancave.com.
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