Business Development Coaching

Many partners avoid business development because they view it as extra work that they’re not good at. Business development isn’t extra work—it’s central to being a partner today. And most lawyers are better at it than they realize. 

My program begins by dispelling lawyers’ misconceptions about sales. Too often, lawyers dismiss sales as slick or distasteful, when in fact it’s a high-level professional skill. Sales is about helping clients solve problems, not pushing things they don’t want.

By reframing sales as a universal human skill, we destigmatize the idea of selling and create space to develop three traits that are critical to the BD mindset:

• Curiosity – asking questions, listening more than talking.
• Courage – taking initiative, even when it feels uncomfortable.
• Consistency – showing up regularly, not in fits and starts. 

We focus on three categories of BD activity:

• Visibility-building – raising the lawyer’s profile and credibility.
• Relationship engagement– deepening connections with clients, colleagues, and prospects.
• Opportunity creation– spotting needs, following up, and proposing solutions.

Business development must become a habit, or it won’t get done. The surest way to develop a habit is to do it daily. This is where my 10-Minute Rule comes in. Lawyers I coach commit to ten minutes of BD every day. Ten minutes is enough to see results, but more important, it’s enough to establish a habit.

My coaching works because it combines habit development with guided self-discovery and accountability. 

• Discovery – Rather than offering solutions, I ask questions that lead lawyers to discover their own insights. When the ideas are their own, they are far more likely to act on them.
• Accountability – Lawyers know they’ll be reporting progress each week, and that expectation keeps them on track.

My BD training and coaching program delivers impact at every level:

• Partners gain confidence and sustainable BD habits that support steady growth.
• New partners and laterals ramp up faster and contribute more reliably.
• Firms see improvements in performance, satisfaction, retention, and culture.