Surprisingly, many law firm partners seeking to develop business do not fully leverage their firms’ marketing departments. I have witnessed this phenomenon first-hand while coaching partners across major law firms.
While partners often ask their firms’ marketing departments for help crafting prospect/client pitches, they often do not utilize the range of additional, useful business development resources that marketing departments may provide.
Such resources include:
- Databases that help partners identify opportunities with new and existing clients. One example is Monitor Suite, and many others are popping up on the market today.
- Business development plans of fellow partners that may work synergistically with a partner’s own plan. Sometimes partners forget that they are a part of a team and can work together to develop business.
- Lists of vetted business development coaches. These coaches can provide partners with one-on-one, personalized guidance and sales training that marketing departments may not be able to provide, often due to constraints in time and/or resources.
Published by Sheryl Odentz on LinkedIn on May 17, 2018. Sheryl Odentz is the founder of Progress in Work LLC, an award-winning career management firm that provides lawyers and other professionals within the legal industry the skills they need to “progress in work” and maximize career success through business development training/coaching, executive/leadership coaching and outplacement/career transition counseling. For more information, contact Sheryl at 212-532-6670 or firstname.lastname@example.org.