Attorneys who want to develop a book of business and become a “rainmaker” in private practice can benefit from Progress in Work’s business development training/coaching services.
The services are particularly relevant for newly promoted partners who are promoted based upon technical proficiency and thereafter judged, in part, based upon business generation prowess. Many feel lost because attorneys typically have minimal or no real training in business generation skills and may have little natural aptitude for it.
Progress in Work, a PI Worldwide member firm, offers a unique combination of services in business development training and coaching. As a result, it can demystify business generation for the non-naturals and help even the biggest rainmakers boost their productivity.
Business Development Coaching
Progress in Work believes that business development takes a long time to master, and then it must be practiced consistently to be effective. It first has to be learned, then tailored to the particular skill sets of a given attorney, and then be practiced, refined and regularly updated. That is why Progress in Work’s one-on-one coaching sessions are so important. One cannot master business generation in a one hour lesson any more than one could learn to play the piano in that time frame.
The coaching sessions offer exactly what the attorney needs with the level of depth the attorney requires to thrive. Moreover, they provide interactive skill-building in an established selling method called Consultative Selling and help to remove obstacles to success. Consultative Selling uses question-based selling to identify the client’s needs and motivators, and it helps to build strong client relationships.
Progress in Work helps attorneys draft and implement personal business development plans and offers “real-time” coaching sessions. Such individual coaching sessions include: building long-term client relationships; value articulation; the objection-handling process; guidance in prospect identification; personal branding; strategic marketing; cross-selling; maximizing individual networks; understanding client needs; and much more.
Selling Skills Assessment Tool™ (SSAT)
The SSAT is a proven, diagnostic instrument that is designed for attorneys to quantify their sales and judgment skills as it relates to Consultative Selling. The SSAT contains 25 targeted questions to assess the five critical skills essentials for the Consultative Selling process. The SSAT objectively assesses the attorney’s strengths and areas needing improvement. These areas are addressed in the individual coaching sessions.
Progress in Work is a PI Worldwide member firm. PI Worldwide is a leadership and business development training consulting firm that has served approximately 10,000 organizations internationally for over 50 years.