Mentoring and training

Most lawyers receive no or very little training in business development and marketing. Yet often, are expected to understand how to manage client relationships, or how to sell legal services. For a few, business development and marketing comes naturally. But, for many, it is an area of uncertainty and, as with most uncertainty, causes discomfort and can make some lawyers feel nervous. As a result, many capable lawyers shy away from business development and marketing as it is the unknown.

Ackert Inc, a technology platform for sales, conducted a survey of over 100 law firms of various sizes for a study in 2018 called Business Development Trends Across Law Firm Demographics. In this study, it found that sales and business development coaching was the highest revenue generating strategy. Beating the impact of other popular strategies such as cross selling, thought leadership and sponsorship.

Training can be delivered through individual 1:1s or in group sessions. We maintain close relationships with firm lawyers to both coach them on next steps, or provide training relevant to them.

Connect with prospective clients

Connect with prospective clients and develop relationships with a view to generate new revenues for the firm.

Develop existing relationships with clients

We seek to implement client retention and client reliance strategies. Clients may be dormant, cross sell, bread and butter or key clients.

Enable and assist connection with strategic alliances

These may be referrers of work or act as �transferred credibility generators� (influencers of market perception).

Promote partners in the market

Buyers of legal services instruct lawyers (people). We plan, and agree on a marketing strategy that helps to elevate the Partners profile in the market through thought leadership, sponsored events, round tables and publications, and legal directories and awards.

Mentoring and Training