Years ago, I saw a gap in what was being taught (or not taught) to attorneys and what they actually needed. My experience as an attorney and sales director gave me valuable insight but was still anecdotal. To confirm my suspicions, I asked 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?
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.
Let me finally introduce myself. I’m Vince Robisch.
It’s nice to virtually meet you!
Here’s a little about my background:
- Currently coach partners in Raleigh, San Francisco, Los Angeles, Albuquerque, Chicago, Washington D.C., and Houston
- Former AmLaw 200 attorney
- Professionally trained salesperson with millions of dollars sold to the legal vertical
- Instructor at Vanderbilt Law School PoLI Institute
- Advisor to Praktio – an online contracts training company
- Keep current on corporate procurement and pricing trends as a Friend of Buying Legal Council
I Am Not A Natural
You should also know that I’m not a natural at some of these things. It’s taken hard 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 not just my background but who I am as a person. I could always find a better sales person, better attorney, or better public speaker than me. However, like professional sports, the best coaches aren’t necessarily the best players. They are often the ones that have had to work the hardest and pay the most attention. They are also people that love coaching and have deep empathy for the people they serve.
Vince is a business development coach for lawyers, but he really is so much more than this. His professional path and experience uniquely equip him to help lawyers achieve truly extraordinary results in business development. Having worked with Vince, I can attest that he’s a gifted presenter and facilitator and is very effective with an audience.
–Cat Moon, Director of Innovation Design, Director of the PoLI Institute, Law Lecturer, Vanderbilt Law School
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.
There Is A Better Way
There is too much focus 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.
If this sounds like something you want, let’s schedule a call and talk about your options.