I worked with a senior law clerk of a small firm in Toronto for one year. When we began our work together she didn’t even know what business development was? Before we finished our work together, she had already begun to grow her network extensively, was published and had started to bring in referrals to the firm. By the time we finished she had already brought in enough new work to pay for the coaching program three times over. And that is just the beginning.
A first year associate who had also gone through the coaching program at the same firm, in her second year of practice, it consisted of 75% of her own clients. So this goes to prove, it’s never too early to get your people engaged, and business development shouldn’t be relegated to lawyers only.
Imagine what’s possible if you engage more of your staff and junior lawyers in business development?