Situation: A junior partner who was already doing ‘well’ in building his practice had his firm hire me to help him take it to the next level. Much like athletes who want to compete on the world stage, he wanted more. He interviewed three potential people to help him and in the end chose me primarily for my entrepreneurial drive and tenacity.

Approach: As with all clients, we began by looking at his current clients and contacts to mine them for opportunities. Being somewhat introverted, he wasn’t keen on going out there to attract new contacts, he wanted to focus on his current clients and contacts to explore opportunities. Over the course of one year of coaching, this client got more and more confident in his approaches to business development. Where he had been ‘good’ he was now becoming ‘great’.

Results: Within a couple of years of working with this client, at age 40 he became the number one income earner and Rainmaker at his firm. He brought in the largest file in the 100 year old history of his firm. Years later, the file continues to bring in large revenues.