Exercises to Get Your Lawyers Thinking About Client Development


I recently spoke to one of the most successful lawyers I ever coached. When I first started coaching her she had under $200,000 in business. Now, four years later she will generate over $2,000,000. She talked fondly about how much fun it was to get to know and work with her colleagues in the coaching group. She reminded me of a couple of exercises I created for her coaching group.

After listening to how well she remembered what we did and how well it worked for her and other members in her coaching group, I thought I would share them with you.

I told lawyers in her group to pretend their compensation depended on the amount of business the group brought to the firm. Then I divided them into three groups:

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

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