Nurturing business development skills should start right from the time a new lawyer or other professional comes into your firm. At each stage of his/her career, different levels and styles of participation will make useful contributions and be appropriate both for firm business development and personal career progression.
Here are some ways to encourage young lawyers to participate and acquire business development skills in the early stages of their career:
- introduce them to business development, client relationship management and basic marketing concepts through formal and informal training
- make certain they know the background of your firm, its range of service offerings, and the expert capabilities of each team member
- ensure they have a detailed understanding of the clients with whom they work, the business environment of those clients and the issues and challenges each faces
- encourage general development of strong oral and written communication skills
- teach persuasion techniques
- encourage assertive and positive behaviours in dealing with minor client concerns and service issues
- encourage them to leverage any personal contacts within target businesses or industry sectors for the benefit of the firm
- check that they understand the importance of developing distinctive technical expertise and capabilities
- identify and establish appropriate networking forums relevant to their expertise and interest
- include them in seminars, client events, and relevant industry forums
- ensure your continuing professional education programme includes business-related units
- make certain that they understand that it’s not just about technical skills - client relationship skills and interpersonal skills really matter.
By developing in these areas, your young lawyers will maximise their career potential and your practice success.
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