Case Study
One: Coaching for Business Development
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"The support received was a fundamental
part of the successful growth of the new department.
The individual sessions ensured that time was
set aside to review progress and plan further.
The discussions generated action plans and ideas
and helped to maintain momentum and enthusiasm."
Partner, Law Firm |
Background
Through a US merger the firm had grown from a niche
city practice, into part of a Top 20 global law firm.
The firm had a successful regional office, and had added
an employment partner to an already successful property
and commercial practice. The referred work promised
to provide partial workload, but there was a clear requirement
to self-generate business and raise profile.
Opportunity
To work with the employment partner to develop new
business from an existing base of £90K to £190K+.
Action taken
We began with a departmental weekend, where the whole
employment team considered their aspirations, their
current working practices and what they needed to do
to establish a vigorous client base. This was followed
up with a shorter evening session 2 weeks later, where
we gave the team the chance to explain progress to date
and offered additional support where required. We then
continued a programme of individual help to the regional
partner:
- Refining the client database
- Creating a new business framework
- Regular encouragement and feedback We met quarterly,
with additional formal monthly conference calls.
Results
Due to the partner’s determination to succeed
the practice grew from £90 to £165K over
the initial 12 months and is forecasted this year to
rise to £220k. She gained a recommendation in
the Legal 500 for the first time, which has led to yet
more work.
As a result of this programme we designed and
delivered a development programme for their senior associates
preparing for partnership, as well as management training
for their senior support staff. They remain current
clients.
Next >> Case Study
Two: Sales Skills for Sector-Focused Teams |
