Growing your career from associate to equity partner, in-house counsel, or firm owner is an exciting process.
Each of those stages of advancement is tied directly to one thing…bringing in clients.
There is so much pressure on you to bill hours that you don’t have time to sift through all of information and misinformation that exists on business development. Your yearly plan sits on your hard drive like a neglected New Year’s resolution. It would be very easy to end up 7 years or more into practicing and realize you don’t have any system for bringing in business and little control over your career goals.
A System Based On Action Is Better Than A Goal
No one can tell you when you will bring in clients and if they do, that’s simply a strategy of hope. That’s why setting a goal of bringing in 3 new clients isn’t nearly as effective as creating a system of purposeful activity. With a strategy of action, the results can come at any moment.
Think of the difference between setting a goal to lose 20 pounds by the end of the year versus a plan to go to the gym every Monday, Wednesday, and Friday at 5:30 and hire a trainer. Which person is most likely to get results?
Be Held Accountable By A Proven Professional
Having over 10,000 hours of experience in both the practice of law and in sales has 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.
I practiced with an AmLaw 200 firm for years, clerked in a Fortune 500 legal department, sold for both public and private companies, have had speaking engagements in 10+ states, and have sold to both Fortune 1000 legal departments and law firms of all sizes.
Now, I use this unique experience to help you learn a systematic approach to developing business and hold you accountable to reach your goals.
I was good at bringing in clients before but working with Vince has taken me to the next level. The accountability and specific sales advice from Vince has increased my focus and helped me win a client that could be worth well over $1,000,000.
–Mark W., Partner
The Coaching Program
The program is customized to acknowledge where you are, where you want to go, and how you are wired.
What you gain:
- A tracking system where you never lose track of contacts and always know where you stand and next steps.
- A target list of clients that you actually want to work with because they are a good fit.
- Techniques on using LinkedIn to grow your audience & connect with decision-making potential clients. My program is based not only on personal experience but the data behind the LinkedIn algorithm.
- Ways to move past the mental blocks that keep you from winning new business.
- How and when to follow-up to stay in touch and keep from giving up too early.
- The ability to move past road blocks that used to shut down potential client follow-up.
- The keys to discovery questions that get you more information about potential clients and fewer unanswered questions about where you stand.
- How to exponential grow your ROI from events and conferences.
- The truth about “closing” and why it’s not what most people think.
Here is what to expect:
- If we decide to move forward together, the first step is a one-hour assessment call where we co-create your goals and next steps.
- We create a call schedule of 30-minute calls where you get specific guidance on what to do next. Some clients meet every week and some every other week depending on goals and time available.
- You will be held accountable to show up and make progress. These are your goals and my job is to stand beside you and make sure you get where you want to go.
- All coaching clients will get unlimited email support.
- Training often occurs during the coaching process to fill in any knowledge gaps on sales techniques.
You will not:
- Learn about personal branding. It’s about your clients, not you. Your reputation and focus will take care of that.
- Waste time learning 5 different social media platforms.
- Be taught there is only one way to develop business.
- Ever be told that you are either “always selling” or “always closing”. You are a human being and so are your clients.