“I don’t want my attorneys to learn how to bring in business. I need them billing hours.”
–Named Partner at Successful Law Firm
The quote above was told to me by a partner on a beautiful spring day in Washington D.C. It provided an interesting contrast in that while I was surrounded by many of the most powerful lawyers in the country, there were so many more attorneys stuck in a system that prevented them from building the practice they wanted and taking control of their career path. I began talking to former attorney colleagues of mine that were trying to build their own practice. Additionally, I began asking for referrals to attorneys that were skilled at business development and interviewed them about their process.
Some common themes emerged:
- Most attorneys feared they weren’t good enough at bringing in new clients and that this would negatively impact their career
- Those that were identified with a large client base had figured it out themselves
- There was either no repeatable system or no time to teach a system
- Attorneys were universally skeptical of the impact of firm retreats and other “one-off” events or presentations
- All worked in environments where billable hour expectations could easily consume time to develop business
Hesitation existed around some version of the following questions:
- Why aren’t business development plans working for me?
- How do I find the time?
- What do I do next?
- What if I don’t like sales?
Let me cut to the good news:
You don’t have to let someone else determine the trajectory of your legal career because of your limitations around business development.
There are systems that produce results. The key is identifying the right actions and repeating them consistently.
In my coaching program you will learn to:
- Position yourself as a valuable resource with honesty and integrity no matter your experience level.
- Use LinkedIn to get key meetings, connections, and an audience.
- Create a business development system that not only benefits your firm, but is portable and owned by you.
- Focus on your strengths and remove the anxiety of “selling”.
- Accelerate your results by using the same tools that have grown businesses outside of the legal vertical for decades.
- Create a habit of engaging in business development activity.
- Drastically increase your follow through with weekly accountability calls.
Why work with me?
Now that it matters, let me introduce myself. I’m Vince Robisch.
My career has been split between sales and the practice of law and if the legal vertical has a table, I’ve sat in almost every seat. Here are a few of the seats:
- Transactional section of a Fortune 500 legal department.
- Large-scale litigation for 8 years at an AmLaw 200 law firm.
- Sold millions of dollars to both large corporations and law firms as a service and technology provider in over 20 states.
- Delivered over 30 public speaking engagements across the country with attorneys as the audience.
These experiences have given me a unique perspective on not only the business of law, but specifically on what attorneys can do to properly position themselves to win new clients.
You should also know that I’m not a natural at some of these things. It’s taken work, failure, success, trial, error, and a lot of research to figure out what works for me and what can work for you. My uniqueness is in my background. I could always find a better sales person, better attorney, or better public speaker than me. However, when you stack talents, there are very few people like me. Add in the fact that I have my own style, appreciate design, and only want to serve a specific group of people, and my category now shrinks to virtually no other competition. This is exactly the way you should look at your skills and talents.
There isn’t one way to approach business development and there are other coaches with different backgrounds, approaches, and styles that might fit you best. But if you like what you have heard so far, we could be a good fit.
Although there are many talented BD professionals both inside and outside of law firms, much of the current business development coaching focuses on unproductive or short-lived methods. The attention is given to over-planning, irrelevant sales methodology, personal branding, spreading yourself thin on social media, publishing to no audience, one-time events with no follow-up, and other tactics that quickly fade.
If you haven’t made the progress you want, struggle with impostor syndrome, fear making or continuing as partner, or wonder if you will ever be able to bring in new clients, don’t wait for the next retreat or yearly business plan. Take control and invest in yourself and your career.
You aren’t supposed to know this stuff. They don’t teach it in college or law school and very few people are naturals. However, the worst thing you can do is wait.
Adopt a system. Choose to be held accountable. Get results.
Let’s grow together,