Over the last decade, law firm business development coaching has gone from a perk available only to select attorneys to a widespread and routine practice. According to a 2012 study that surveyed more than 60 AmLaw 200 firms, 98 percent of respondent firms use coaching, with the majority using it for business development. While the structure of the coaching relationship varies from firm to firm, with some insourcing the function, while others recruit outside consultants, there’s no question that educating your lawyers on the art of building relationships and selling legal services is a critical component of every law firm’s business strategy.

Yet, in reaction to the demand for business development coaches, there has been a stark increase in the number of consultants promoting themselves as biz dev gurus. For legal marketers and lawyers looking to recruit outside coaches, it’s important to know the right questions to ask to vet your expert. To help in this effort, here are a few of the top questions to consider asking your biz dev coach candidates:     

  • How would you describe your coaching style?
  • What experience do you have with coaching in a law firm setting?
  • What would the onboarding process be like?
  • How do you approach setting goals?
  • How do you hold those you coach accountable?

How Can Jaffe Help You with Business Development Coaching?

Jaffe’s business development professionals are veterans of the legal industry. Not only do they know how to usher prospects through the sales cycle, they also understand the unique market challenges that law firms and lawyers face. Whether you are looking for a one-on-one intensive program to help you identify and strengthen your skill gaps or a group program that can be conducted with an entire practice or firm, Jaffe can help. Our business development coaching services are completely customizable and scalable to meet your needs. In the end, our goal is make you a star by increasing your sales.

Want to learn more about our business development coaching services? Contact Terry M. Isner at tisner@jaffepr.com