At a presentation to lawyers and marketing people this week at the LMA Triad City Group, I was talking about best practices. I didn’t just suggest tips for those activities that work best IMHO, or planning action items around them, but pointing out that in my experience the biggest obstacle to lawyer business development is the implementation phase. So, I suggested that they engage a coach (or as some refer to the role as a nag).
A lawyer from the host firm approached me after my talk and mentioned that, as a member of the marketing committee, implementation was their firm’s biggest problem. So, I suggested he get a coach to help. And I told him that the coach doesn’t need to be an outside consultant.
The coach could be another lawyer within the firm. Ideally, someone who has been there and done that. Or the coach could be a colleague who wants to succeed as much as you do, and will agree to be your coach, and you theirs. In the case of solos, you could find another non-competing solo or a friend in a small firm to serve in that role.
The idea is to meet on a set day and time weekly, or at least bi-weekly to share ideas, and for each to report on actions completed since the last meeting. Personally, once a month is too infrequent and results in losing momentum.
On point is today’s meditation from 365 Marketing Mediations: Daily Lessons for Marketing & Communications Professionals by Larry Smith and Richard Levick which consists of just four words:
"Discussions are not actions."
Indeed. Discussions about developing business, and developing action plans are not the crucial actions that count. So, get a coaching program launched in your firm to ensure your business development plans are actually implemented.