Client Development Coaching Program: Answer These Questions

Originally published by Cordell Parvin.

Seth Godin wrote a blog several years ago: Mentoring, platforms and taking a leap. It is worth reading. I appreciate this point he makes:

And yet most mentors and coaches and teachers will tell you that few of their students ever do, not in comparison with their potential. A few break through and change everything, and we celebrate them, but what about everyone else?

I agree with his point. Only a few lawyers I have coached truly reached their potential. So, what about everyone else?

How can I encourage or push them to come closer to their potential? In this post, I want to ask you six questions. I believe figuring out the answers to these questions will give you ideas on how you can create a successful program in your own firm and reach those lawyers.

When I coach a group of lawyers in a firm, we frequently set a group goal and decide on action items to achieve the goal. Each member of the coaching group sets individual goals and prepares a plan to achieve them.

Members of the group share their plans with me and in some cases with the other members of the group. Each month, each member of the coaching group reports on what he or she has done that month. Some firms put the reports on a coaching group portal page and other firms send an email with the photo of each person in the group and his or her report by the photo.

Here are questions for you to ponder:

1. Why do I have the coaching group set a group goal?
2. Why do I ask the participants to agree on  action items to achieve the group goal?
3. Why do I begin the first individual coaching session learning about the lawyer’s family and what he or she enjoys doing when not working?
4. Why do I have each person to set his or her own goals and create a business plan?
5. Why do we create 60 days or 90 days action plans each time I meet with each lawyer?
6. Why do I have each member of the group to share with me what his or her client development plans are?
7. Why do I encourage firms to have each member of the group report monthly what client development activities he or she has done, and why do I suggest the report be published?

If you answer these questions you will have some good thoughts on how to make client development coaching successful in your firm.

The post Client Development Coaching Program: Answer These Questions appeared first on Cordell Parvin Blog.

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