FOLLOW US   

All posts in Training and Workshops

As an alum of Chico State in California, I get the college’s newsletter a few times each year. I recently received one that caught my eye and reminded me of my current work training lawyers on business development. The business school staged a “Sweet Sixteen” competition that tested students’ strategic selling skills. The students, all […]

As is customary, the New Year brings with it a variety of resolutions, plans and promises. As such, this is a great time to outline and schedule business development training for the year. Along with the traditional marketing and communication responsibilities, today’s CMOs are expected to oversee new and evolving business development and sales initiatives, […]

The election of Donald Trump as President has sent shock waves around the world. Indeed, the unexpected outcome has created many questions and much uncertainty about what will happen in the next few months and years. What opportunities does this transition of power to a business executive with strong conservative leanings but no government experience […]

One of the most important and sometimes overlooked skills associates need to perfect is the ability to lead/facilitate a variety of group meetings and discussions. Presentations to practice and industry group colleagues, pitches to prospects and business meetings with clients are just a few of the more common situations that demand effective leadership/facilitation skills. Leading […]

Part Two in a series devoted to presentation skills. Read the previous post on teaching presentation skills here.  I am a devoted fan of National Public Radio and suspect many who are reading this post also find their news stories both informative and memorable. Nina Totenberg, who covers the Supreme Court, is a particular favorite of mine. […]

Whether the situation calls for a young associate to explain the applicability of a new statute to colleagues, a partner to present a client proposal or an industry group chair to deliver the keynote address at a conference, all lawyers must be able to deliver an effective group presentation. Indeed, the ability to prepare for […]

We play and watch games throughout our lives. Own a frequent flyer card? You qualify as a player. Buy an occasional lottery ticket? Play recreational sports or video games? Yep, you’re a player. Games are everywhere in our culture, and they can be an effective tool to help lawyers succeed at business development. After all, […]

You’ve recruited good candidates for business development, and they’ve participated in a productive group training program. So what’s the next step to success? After participating in the group program, your lawyers are ready for one-on-one coaching sessions in order to adapt what they’ve learned and make it relevant to their individual practices. One-on-one sessions work […]

Business Development coaching takes time. It takes money. And it takes a lot of effort and dedication on the part of the firm, the coach and the lawyer. Ideally, firms are confident from the outset that the investment in coaching is worthwhile and the coaching candidates will take advantage of the opportunities. Otherwise, everyone ends […]

As you kick off 2016, consider a few fresh training exercises for use at firm retreats or other gatherings. Experiential, active training has become a top priority for law schools and is also highly valuable in the development of a lawyer’s skills regardless of age or experience level. For law firms, interactive application exercises can […]

As we discussed in a recent post, the significant benefits that come from working with a business development coach include a personalized business development plan, accountability and access to fresh ideas. Identifying the right coach for your particular situation is the first, and often the most important, step in working with a coach. Take a […]

Everyone benefits from coaching. It’s rare to find any high achiever who doesn’t look to a coach for candor, reassurance and advice. Professional athletes, entertainers, CEOs and others at the top of their game often employ multiple coaches to stay fit and focused. In a similar manner, individual business development coaching helps lawyers focus on […]

Client Service That Sets You Apart In this multi-part series, we explore the components of an integrated business development training curriculum. Click here to read our previous posts: Part 1 (Intro to the Matrix), Part 2 (Product Knowledge), Part 3 (Interpersonal Skills) and Part 4 (Reputation). Over the past two months, we’ve detailed strategies for […]

Building a Distinctive Reputation In this multi-part series, we explore the components of an integrated business development training curriculum. Click here to read our previous posts: Part 1 (Intro to the Matrix), Part 2 (Product Knowledge) and Part 3 (Interpersonal Skills). Recently, while preparing for a group retreat, I asked a few senior associates to […]

Interpersonal Skills: The Foundation for Strong Relationships In this multi-part series, we explore the basics of creating an integrated business development training curriculum. Read Part 1 here and Part 2 here.  Developing a successful client relationship often requires lawyers to pass what we will refer to as the “chemistry test,” a visceral combination of requirements, […]

Product Knowledge: One Key to Successful Cross-selling In this multi-part series, we explore the basics of creating an integrated business development training curriculum. Read Part 1 here.  My oldest son Jess is a gifted sales professional. The best advice he shared with me? “Dad, if you want to be successful in sales, you must first know […]

Part 1: Intro to the Grid In this multi-part series, we explore the basics of creating an integrated business development training curriculum. We know lawyers are incredibly busy people. And we also know lawyers, like everyone else, each learn differently. These two facts—lack of time and individual learning styles—reinforce the need for firms to create […]

Join me and Sandy Williams, Client Service Partner at Foley & Lardner and leader of the initiative and others to learn how your firm or corporation can get beyond the alternative fee discussion and toward superior client service: Doug Chia, Senior Counsel & Assistant Corporate Secretary, Johnson & Johnson, New Brunswick, NJ Doug provides legal […]

Using Client Feedback and Opinions to Develop Winning Service Strategies April 23, 2009University of Chicago Gleacher CenterChicago, IL The most successful law firms have the deepest relationships with their clients. Most often those relationships are based on in-depth feedback programs and are tied to higher client retention and increased profitability. This unique master class is […]

© 2017 Wicker Park Group   Home  |  Contact  |  Site Map