LMA Boston held its September lunch program, “Business Development Coaching: Holding a Whistle Doesn't Make You a Coach,” on September 19, 2017 at WilmerHale. Speaker Daryl Cross discussed how coaching can exponentially improve the business development performance of an entire firm by improving the performance of all individuals as opposed to relying solely on a few key rainmakers.
Daryl focused on how turning existing lawyer-managers and practice group leaders into effective coaches, rather than solely relying on marketers.
Key takeaways included:
- Coaching is for great performers, not remedial performers.
- Coaching is the art, science and grit of repetitively helping others become better than they were yesterday.
- Creating pressure tests and simulations are good ways for legal teams to identify weaknesses and improve performance.
- Teams are integral to success – high performers don’t develop on their own.
- 3 essential elements to high performance: train, coach, team dynamic = firm success
- Coaches need to move away from potential and focus on decreasing functional reserve.
- Collaborate, challenge, compete!