Business Development Success For IP Lawyers: Why Coaching Works

Business Development Success For IP Lawyers: Why Coaching Works

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Any firm’s BD strategy must include training of their sales people (i.e. their professionals). However, without business development coaching to support it, firms may see little results from the time and money invested. During my 15 years in private practice as a trademark lawyer, I attended a number of business development workshops and training sessions. I came away with lots of plans and intentions. Then I got back to my desk, back to my client work, and failed to come up with a personal strategy, failed to put action items into my calendar and failed to follow through on my plans. Does this sound familiar?

Business Development Coaching Can Make the Difference

Through one-on-one sessions, usually lasting 45 minutes to an hour and ideally taking place every two weeks, a business development coach will give you the time and tools to turn what was an ad hoc approach to business development into a personalized strategy that is purposeful, motivating and, ultimately successful.

Here is why it works:

1. One Size Does Not Fit All:

Your coach helps you to discover your strengths, your personal style and what could be successful for YOU. Business development is all about connecting. Where do you do that best?

2. What Is In It For You?

Coaching drills down to discover what could be personally motivating about getting more business and helps you identify what that new business should look like. Why is business development important to YOU and the enjoyment of your day-to-day practice?

3. A Personal Strategy:

Coaching helps you to formulate a strategy for success based on your strengths and what motivates you. How much more effective could you be with concrete goals and specific desired outcomes tailored just for you?

4. Accountability:

Without accountability, coaching would just be a pleasant conversation. Your coach is there to support you and to remind you of your goals, your strengths and your personal reasons for why it is important for you to succeed.

5. Takes the Stress Out:

With a plan in place and concrete steps to follow, you know you are doing all that you can. How much more will you enjoy the next conference when you have a business development “to do” list and all items have been checked for the day?

6. Celebrate It:

Coaching not only gives you the space to celebrate your successes and take stock of your accomplishments, it also allows you to know when you are living your life the way you want to be. Feelings of success will only breed more success.

The Numbers to Prove it

My clients have reported that receiving business development coaching, when it supports a concrete Firm business development strategy, has increased their return on investment from conferences by at least 20-30%. Individual professionals report feeling less stressed, more focused and clearer about their goals.

Don’t Just Take My Word For It

A study commissioned by the International Coaching Federation and conducted independently by PricewaterhouseCoopers documents the many benefits experienced by coaching clients. Read it here

How Can We Help?

If you would like to STEP UP your business development game with a firm strategy and/or one-on-one coaching, contact me at kathryn@sccignites.com or call me on +1 647 978 5502 to find out more. Coaching can be done over the phone or by skype and is often more effective by those methods then in person.

Kathryn Szymczyk

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