Wednesday, December 11, 2013

Webinar - Key "Sales" Tools All Lawyers Need in Their Toolkits to Develop New Business in 2014

Tuesday, December 17 from 12-2 pm Eastern Time

The market for outside legal services is projected to remain highly competitive for law firms and lawyers in 2014. So, given high billable hour demands, the time and investments lawyers and law firms devote to new business development need to yield a strong ROI (return on investment). Speaking, writing, attending conferences/seminars/events and standard pitch books are no longer enough. To ensure a strong ROI from your current and upcoming new business development efforts, register for this webinar to learn the top, proven 'sales' steps for lawyers and the key 'sales' tools every lawyer needs to have, upgrade or add as part of his or her 'sales' toolkit to efficiently and ethically develop new business in 2014 and beyond. Join Julie Savarino of Business Development Inc. on this webinar to: review an actual, proven and common 'sales' pipeline used by leading lawyers and the key 'tools' associated with each step in the pipeline; learn some of the best ways to identify targets, potential clients and influencers; gain efficient ways and means of preparing for each opportunity; focus on key communications that work best; learn how to set up a personal follow-up system to help ensure results, and increase knowledge of other effective client development and 'sales' tools every lawyer needs at-the-ready to bring in measureable new work in 2014. To register now using PayPal, please click here

To read what recent webinar attendees have to say about the quality of our webinars, please click here.

This webinar will not be available for viewing after the fact, except to those who have registered prior to the start of the webinar.

Sunday, December 1, 2013

Business Development Inc.'s 2013 Thanksgiving Message

As a token of appreciation for the support of our clients, colleagues, referral sources and friends, we have made a donation to The Freedom Center which is a non-profit, non-partisan hospitality center located inside the Detroit Airport (DTW) adjacent to Gate 43 that provides service and refreshments to all members of the military, veterans and their families when traveling. The Freedom Center provides plush recliner chairs, a variety of snacks and beverages, access for the wounded, large televisions and power outlets – all small comforts when compared to the endless sacrifices members of the military, veterans and their families have made to protect our freedoms and way of life. Next time you are in/pass through DTW please consider swinging by and making a donation – because The Freedom Center operates 100% on donations (other U.S. airports have USO-supported lounges).

Also, we invite you to participate in our "2014 Referral Appreciation & Give Back Program" as a way that we can all help those in need. Simply recommend Julie Savarino's professional services and/or refer Business Development Inc. to any of your colleagues, co-counsel and/or friends and let us know. If retained, we will make a $100.00 donation to a charity, pro bono effort or cause of your choice.

Wishing you and yours a wonderful holiday season!

Thursday, November 14, 2013

Law Firms Struggling with Slow Demand Growth in 2013

What can be done? Read a new article written by Julie Savarino published recently by Bloomberg entitled "What Works to Develop New Business for Law Firms in the New Normal":

http://about.bloomberglaw.com/practitioner-contributions/what-works-to-develop-new-business-for-law-firms-in-the-new-normal/

Tuesday, September 24, 2013

Two New, Upcoming Webinars for Law Firms

Over 40% of the Am Law 200 and the largest law firms in Canada, as well as law firms from the United Kingdom, Australia, South Africa and South America have registered to attend our webinars and rate them highly. Each webinar includes audience polling questions, the answers to which will help you benchmark your firm versus competitors. Register now! These webinars will not be available to view after the fact, except to those who have registered.

1) New Law Firm Partners: Best Practices in Client and Business Development© webinar - to be held Wednesday, October 9, 2013 from 12 Noon-1:30 pm EDT.

DESCRIPTION: All new Partners face a similar and significant challenge: how to develop a solid, significant and sustainable book of business. Expectations to measurably contribute to the firm's bottom line are high as are standards to gain and maintain equity partner status. Attend this webinar to learn best practices, tips and techniques from three of the country's leading experts - Ralph Savarese, recently named one of The Top 50 Innovators in Big Law by The American Lawyer, Julie Savarino of Business Development Inc., and David Freeman of Freeman Consulting. Webinar topics include: keys for new partners to think about, what works for new partners to effectively develop new legal work, what doesn't; the key elements of a successful business client development program; and how to insure measureable and on-going success. To register now using PayPal, please see the link below.

2) For Law Firms - How to Maximize Your LinkedIn Account to Develop Business© webinar - to be held Wednesday, November 13, 2013 from 12 Noon-1:30 pm EST.

DESCRIPTION: Too many law firms today underutilize the business-development tool that has the greatest potential: LinkedIn. Consider this: The average lawyer today has approximately 324 LinkedIn contacts. That means that even a small firm of 20 lawyers has almost 6,500 LinkedIn contacts. No other platform offers law firms greater access to potential clients and referral sources, but how should lawyers and law firms harness the power of LinkedIn? Speaker Brad Shepard of Kredible and Julie Savarino of Business Development Inc. to answer that question. Kredible helps professionals build their online credibility, and has recently studied the use of LinkedIn among legal professionals, conducting unique eye-tracking research to determine how general and in-house counsels actually use LinkedIn to find outside counsel. Attend this webinar to learn specifics on how you can use LinkedIn to enhance your personal brand, create and build your credibility in the online world, and maximize your business development opportunities. To register now using PayPal, please click here.

Saturday, September 7, 2013

A Webinar Not to Be Missed! "How to Create and Use a 'Sales' Pipeline for Lawyers©" Wednesday, September 18, 2013 from 12 Noon-2 pm EDT.

Lawyers interested in developing new business as effectively and efficiently as possible should join Jon Hulak, Director of Business Development, Mintz Levin; Bill Rowe, Director of Business Development, Thompson Coburn; and Julie Savarino, Managing Director, Business Development Inc. on this webinar to learn exactly how to go about creating and using a "sales" pipeline to get new business. This webinar will cover how to: create an effective "sales" pipeline for your law practice, assess/value your clients and contacts, analyze and consider practical examples of outreach strategies, create outreach and added-value communications, stay in touch (and when to do it), embed effective follow-up steps into your practice, and measure progress/results. To register now using PayPal, please click here.
Register now! The webinar registration fee for a “one location, one firm, one office, one view” use is $495.00 USD. This webinar will not be available for viewing after the fact, except to those who have registered. For those who registered for a webinar, but did not view/participate in the live webinar, a link to the webinar and handouts will be emailed afterwards and is also subject to “one location, one firm, one office, one view” use terms of purchase. Registration fees are non-refundable but are transferable within the same firm. These webinars are open to the public but Business Development Inc. retains the right to decline any registration at its own discretion. Once you register, you will receive logistics and log-in information by email. By registering you are agreeing to the purchase terms as stated above. Other webinars are commissioned privately for individual firms, offices, practice groups, industry and/or client teams.
To view other upcoming webinars, please click here.

Thursday, August 8, 2013

Law Firms - Need More New Business?

If you and/or your law firm want to get more new business and/or provide lawyers with proven, easy-to-use resources that will upgrade sales/business development skills and ability to bring in new work, consider:
  1. Rainmaker Coaching - For individual lawyers and/or groups of lawyers, beyond simply talking about what needs to be done, but helping get it done. These highly recommended coaching services can be provided separately from or in conjunction with:
  2. Rainmaker Coach Custom Training Modules - On-line, tailored- for-your-firm, and CLE-compliant business/client development training programs. Using our proprietary, secure, on-line Training Center, we work with you to create customized training modules that are video-taped on-line and then used to start or upgrade your firm's own on-line library and/or mobile offerings. When housed on your firm's intranet or converted into podcasts, they provide training/professional development programs covering key business and client development subjects that can be re-viewed and re-used for years! To see a list of popular business and client development training modules, click here. To see what law firms and lawyers say about our training and coaching programs, click here.
  3. Consider registering for one of our upcoming, highly rated, Live Webinars or purchase a Webinar on Demand.
  4. For all lawyers and marketing staff, consider buying the highly-rated, award nominated Rainmaker Coach app for iPhones® and iPads® .
For more information, please contact: Julie Savarino, E Julie@BusDevInc.com, T (734) 668-7008

Monday, July 22, 2013

New Checklists Now Available on Highly Rated Rainmaker Coach™ App for iPads and iPhones!

When the Rainmaker Coach™ app was launched in March 2013, there were three checklists available on the app as follows:
  1. Attending a Conference/Seminar/Event? How to make the most of your time and effort
  2. Having a New Business Development Meeting/Lunch? How to get the most from it
  3. Speaking at a Conference/Seminar/Event? How to make the most from it
Now, there are three new checklists available on the Rainmaker Coach™ app:
  1. Responding to an RFP/Proposal Opportunity? Steps to take to help you win the business
  2. Pitching New Business? How to prepare for a pitch meeting to win, part 1
  3. How to prepare for a pitch meeting to win, part 2
Future checklists include: (a new checklist is uploaded to the Rainmaker Coach™ app every couple of months – so, 6 to 7 new ones are added each year)
  1. LinkedIn – How to make most of it to develop new business, parts 1 and 2
  2. Speaking on a Webinar? How to do your very best and make the most of it
  3. Elevator-Plane-Train Speeches – How to create and use one to maximize your business development opportunities
To buy a one-year subscription to the Rainmaker Coach™ app, visit the Apple iTunes®, App Store and search Rainmaker Coach or, click this link and then click the Apple icon.

Monday, July 15, 2013

Want to Increase Revenue? Five New, Not-to-Be-Missed Webinars

If you have not heard  Paul Smith, Partner and member of the Eversheds Executive Committee discuss how his firm has gained significant client share and market share in manufacturing, finance and trading industries, you are missing something! Register to attend this webinar: Innovative Client Service: How-To’s for Lawyers & Law Firms©, Wednesday, July 17, 2013 from 12 Noon-1:30 p.m. EDT to learn how Eversheds makes innovations pay off, what innovations add measurable value, how to initiate a discussion about innovative service(s), what pitfalls to avoid and what clients are looking for from award-winning lawyer and legal services innovator. Paul Smith has initiated, designed and implemented some of the most successful client service innovations within the legal industry. Paul put in place the Tyco convergence project in Europe, the Middle East and Africa, where Tyco used its innovative "SMARTER" model to consolidate most of its outside legal services from more than 250 law firms across 37 jurisdictions to just one. He has also put in place other innovative service models for such clients as: FMC, Louis Dreyfus Commodities, John Deere, Edwards Life Sciences and Michelin. To register now using PayPal, please see click here.

Webinar - Staying Abreast of Clients’ Business and Industry Needs and Trends: Practical How-To’s From the Client and Expert Perspectives© - Friday, August 23, 2013 from 12 Noon-1:30 p.m. EDT. DESCRIPTION: Join Veronica Marsich,  General Counsel of Metro Health  and Julie Savarino  of Business Development Inc.  to learn how to keep abreast of clients’ and prospective clients’ business(es), industries, trends and needs, which is a skill and discipline essential to a successful law practice. Webinar attendees will learn practical tips that can be put to immediate and productive use. The webinar handout will include a comprehensive and thorough, step by step checklist attendees can use to efficiently and effectively stay abreast of their clients’ and prospective clients’ business, industry, trends and needs, which can be put to immediate use following the webinar. To register now using PayPal, please click here.

Webinar - How to Create and Use a "Sales" Pipeline for Lawyers© - Wednesday, September 18, 2013 from 12 Noon-2 p.m. EDT. DESCRIPTION: Lawyers interested in developing new business as effectively and efficiently as possible should join Jon Hulak, Director of Business Development, Mintz Levin ; Bill Rowe, Director of Business Development, Thompson Coburn ; and Julie Savarino, Managing Director, Business Development Inc. on this webinar to learn exactly how to go about creating and using a "sales" pipeline to get new business. This webinar will cover how to: create an effective "sales" pipeline for your law practice, assess/value your clients and contacts, analyze and consider practical examples of outreach strategies, create outreach and added-value communications, stay in touch (and when to do it), embed effective follow-up steps into your practice, and measure progress/results. To register now using PayPal, please click here.

Webinar - New Partners: Best Practices in Client and Business Development© – Wednesday, October 9, 2013 from 12 noon-1:30 pm EDT. DESCRIPTION:  All new Partners face a similar and significant challenge: how to develop a solid, significant and sustainable book of business. Expectations to measurably contribute to the firm’s bottom line are high as are standards to gain and maintain equity partner status.  Attend this webinar to learn best practices, tips and techniques from three of the country’s leading experts on developing new business for lawyers: Julie Savarino of Business Development Inc. Deborah Knupp of Akina and David Freeman of Freeman Consulting. Webinar topics include: what works for new partners to effectively develop new legal work, what doesn’t; the key elements of a successful business client development program; and how to ensure measureable and on-going success. To register now using PayPal, please click here.

BY POPULAR DEMAND - Law Firm Apps for Business and Client Development Webinar V2© – Webinar, Wednesday, November 13, 2013 from 12 Noon-1:30 EDT. DESCRIPTION: Following the rave reviews from our first “Law Firm App” webinar held in May, we are offering a brand new version in November with new speakers and content. Join cutting-edge speakers from Katten Muchin Rosenman, Crowe Horwath, Saturno Design and Concep to hear about some of the latest and greatest apps that law firm and other professional services firms created, launched and use, how to make smart app decisions, what’s working, what challenges and obstacles to watch out for, how to measure success and best practices. To register now using PayPal, please click here.

 
Register now! These webinars will not be available for viewing after the fact, except to those who have registered.  

Tuesday, July 9, 2013

Successful Lateral Integration for Law Firms

This article written by Julie Savarino of Business Development Inc. available for those with a subscription to Bloomberg on Bloomberg's Business Development Center at www.bloomberglaw.com

Or, for those without a subscription, the article is available at this link:
http://about.bloomberglaw.com/practitioner-contributions/successful-lateral-integration-for-law-firms

Sunday, June 16, 2013

Law Firms Work to Increase Revenues by Creating Formal "Sales" Functions©

The information below is from the highly-rated webinar entitled "Law Firms Use of 'Sales' Functions, Models and Pipelines – What Works, What Doesn't©", presented on June 5, 2013 by Business Development Inc. using their custom, CLE compliant WebEx Learning Platform.

Approximately 20% of Am Law 200 law firms now have a dedicated "sales" function/department/effort operating internally within their firms. Most law firms' internal "sales" functions are structured firm-wide, then focused on developing new business either for specific practices, select clients/prospects, and/or designated geographic areas. Some firms' sales personnel are assigned to two or more practice areas/types and/or geographic areas. Some of the major law firms that currently have these bona fide, internal "sales" functions in place are: DLA Piper, Baker & McKenzie, Reed Smith, Mayer Brown, King & Spalding, Womble Carlyle, Steptoe & Johnson, Bingham McCutchen, Cooley, Littler Mendelson, Thompson Coburn, Bowman and Brooke, and Faegre Baker Daniels, among others.

Importantly, these "sales" functions/departments are different and usually distinct from the firm's existing marketing/business development departments, although the two functions/departments usually work closely together to coordinate leads, opportunities and follow-up efforts. Approximately 80% of all major law firms’ internal marketing/business development department personnel have already - for years - been offering some degree of "sales support" at varying levels. However, that support/assistance is mainly provided on a reactive, as-requested and/or opportunistic basis, such as to help with major opportunities and/or RFPs (requests for proposal).

Webinar attendees included representatives from many Am Law 200 firms and Canadian firms. One of the polling questions asked during the webinar was, "What is your firm’s number one greatest concern/issue/challenge re 'sales'?" The audience's number one response was "lawyers' lack of interest, time and/or sales skills," and the number two response was "lack of current 'sales' support staff members time and/or budget." These responses suggest that the current marketing/business development departments in firms have the capabilities to assist with "sales", but not the time or budget.

As a result, to date at least 20% of major law firms realized that because there was no organized, proactive "sales" support operating within their firms, it made economic sense to upgrade their "sales" approach, organization, coordination, time spent, deliverables and follow-up efforts to create efficiencies so they can improve ROI from the hundreds and thousands of hours that lawyers and law firms devote to new business development.

The formality and sophistication of these "sales" functions currently in place within approximately 20% of Am Law 200 law firms varies. There are three primary, bona fide "sales" models used within these firms, as follows:

  1. Senior Partners are tasked to reduce or eliminate their billable hours and to concentrate on rainmaking and/or lateral recruiting.
  2. Sales persons and/or staff in-house with experience in other professions have been hired/designated to “sell” for the firm, create an institutionalized "sales" process, provide dedicated "sales" support (accounting firm experience is most prevalent), and/or provide dedicated sales support/coaching.
  3. Former in-house counsel and others have been hired as counsel and/or consultants focused on "sales".
It is important to review the ethical rules and rules of professional responsibility for each relevant state and jurisdiction.

For more information, please contact Julie Savarino, Julie@BusDevInc.com.

Monday, June 10, 2013

BDI's Current Webinar Series for Law Firms ­Very Popular and Highly Rated!

Two recent webinars entitled: "Law Firm Apps©" and "Law Firms Use of Sales' Functions, Pipelines©" were sold-out and attended by approximately 35% of Am Law 200 law firms and other law firms from all over the globe. Over 85% of attendees rated these two webinars as "excellent", saying: "great value"; "helpful and useful information conveyed"; "very well done"; among other comments and feedback.

Upcoming webinars include: "Mastering the RFP (Request for Proposal) Process for Lawyers®" to be presented on Friday, June 14, 2013, from 12 noon - 1:00 p.m. EDT by Julie Savarino, Managing Director, Business Development Inc. and "How to be a Client Service Super Star ­ Part I©" to be presented on Tuesday, June 19, 2013, 3 p.m. ­ 4:30 p.m. EDT by Bernard Taylor, Partner, a 2013 BTI Client Service All Star and former Chair of the Management Committee, Alston & Bird and Julie Savarino, Managing Director, Business Development Inc.

For more information or to register, please click here.

Tuesday, April 23, 2013

3 New, Upcoming New Business Development WEBINARS - Register Soon, Space is Limited!

1) WEBINAR - Apps for Law Firm Business/Client Development
Friday, May 17, 2013, 12 Noon-1:30 EDT via Webex

The use of iPads®, iPhones® and Droid® smartphones among lawyers and law firm clients continues to grow rapidly and many lawyers download and use apps to enhance productivity. Apps are no longer just for basic research and document creation/management. The speakers will describe the impetus for developing their law firm’s app, the target audience, the app development plan (including challenges/obstacles/hurdles to development), which app platform(s) were chosen and why, the actual use of the app, results from it, best practices learned and next steps. To register, click here.

SPEAKERS:
Julie Gurney, Senior Marketing Communications Manager
Benesch – Benesch Apportunity®

Dave Harvey, Director of Business Development
Morrison Foerster - MoFo2Go

Julie Savarino, Managing Director
Business Development Inc. – Rainmaker Coach™


2) WEBINAR - Use of "Sales" Pipelines and "Sales" Models in Law Firms – What Works, What Doesn't©
Wednesday, June 5, 2013, 12 Noon-1:30 EDT via Webex

There is a renewed resurgence of law firms internally adopting the accounting firm “sales” model and “sales” pipelines. Some law firms ask senior Partners to reduce or eliminate their billable hours to concentrate on rainmaking. Other law firms hire sales people from outside professions to “sell” for the firm. This session will provide a review of the "sales" functions in accounting and law firms and discuss differences and similarities, how “sales” pipelines are used to support the business development process, what works and what doesn’t, barriers and hurdles and how clients/prospective clients respond. To register, click here.

SPEAKERS:
Steven Bell, Chief Client Development Officer, Womble Carlyle
Mike Duffy, Director of Growth & Client Service, King & Spalding
Julie Savarino, Managing Director, Business Development Inc.


3) WEBINAR - Mastering the RFP (Request for Proposal) Process for Lawyers®
Friday, June 14, 2013, 12 Noon-1:00 p.m. EDT via WebEx

These days, most large law firms respond to hundreds and mid-size law firms respond to dozens of requests for proposal each year and most law firms’ win-rates are decreasing. Attend this webinar to gain a master-level refresher course on what works in this increasingly challenging market for legal services. Relying on over 22 years’ experience helping lawyers and law firms pitch and win hundreds of millions in new business from all types buyers of legal services, Julie Savarino will cover six, key ‘master-level’ steps and techniques lawyers and law firms can use to increase the return on their time and effort invested in responding to and/or participating in RFPs, requests for qualifications (RFQs), pitches and/or beauty contests. To register, click here.

Thursday, March 21, 2013

Our new Rainmaker Coach™ App is now available in the iTunes® App Store for iPads® and iPhones®!

Click here to download.
To help answer questions you may have about the Rainmaker Coach™ App, below is a Q&A with one of the first users:Q – What made you purchase the Rainmaker Coach™ app?
A – I bought this app because I work in my office less and less these days and need resources that are instantly available wherever I am. Also, I spend a lot of non-billable time planning and implementing a range of business development activities; I want and need to watch my budget; and I want to systematize my efforts as much as is possible so that I can get the best outcomes and most amount of new work. I watched the videos about the Rainmaker Coach™ app and thought it would be useful for me, so I bought it. Now, for example, when visiting clients, prospective clients and referral sources I use the Rainmaker Coach™ app to help me be better prepared for those meetings and also to follow-up more effectively – especially after pitch meetings. This app allows me to take notes and send to-do reminders immediately, so that I never forget or put off follow-up. I also attend several conferences each year and this app helps me make the most from my time and investment. Plus, if/when I need immediate expert coaching, I can get that on this app.Q – What do you think of the Rainmaker Coach™ app?
A – So far, I think it’s great and I am not the only one. There are several other, positive reviews on the iTunes® App store and also on the Rainmaker Coach™ app webpage.  I like the ongoing improvement plans for this App, including adding several other features and upgrades to the iTunes® version and for launching a Droid® version.Q – Who should purchase the Rainmaker Coach™ app?
A – I recommend the Rainmaker Coach™ app for any lawyer in any size firm who wants to develop business! This app will help many lawyers with their marketing and career needs: developing new clients; getting more business from existing clients; getting better results from their current client development efforts; building the business development skills to make partner at their firm; wanting to improve their client development skills; and winning more pitches and RFPs, just to name a few. Also, law firm staff members who support lawyers’ client and business development efforts and activities would benefit from buying the Rainmaker Coach™ app because it will help them provide expert business development tips and assistance to the lawyers with whom they work.To get more information, to download the Rainmaker Coach app and/or to view the "how to use" videos, please visit this link. If your firm is thinking about creating an app, our development team can help; please email Julie@BusDevInc.com. You may also want to read this article (which appeared in the March 2013 edition of the ABA Journal).




Thursday, February 14, 2013

Innovation - No Longer Optional for the Legal Profession

There is now an innovation imperative in the legal industry. More law firms and in-house counsel departments are undertaking radical legal service-related innovations, but the majority of lawyers and law firms still innovate incrementally, reactively and/or piecemeal.

To be successful, innovations include an appropriate mix of technology, processes and/or people and are implemented at various levels – whether by client, project, practice area, department and or firm or company-wide. Examples of successful, collaborative law firm/client and in-house legal department innovations are on the rise and include a myriad of objectives including: adding real value, controlling costs, predictability, on-line tools, process and deliverable improvements, procurement’s role in purchasing outside legal services, revenue-generating legal departments, sole-sourcing and unbundling litigation just to name a few.

Law firm and lawyer created blogs and apps are also on the rise. Approximately 70% of AmLaw200 firms have blogs, yet the majority are not successful. Legal industry apps are no longer just for research and document creation/management. Innovative law firms have created and launched a range of successful blogs and apps.

Finally, to support the evolving law firm business model in this increasingly competitive market, law firms are adapting their formal, in-house marketing/business development departments/functions/roles. Approximately 20 years ago, a handful of law firms innovated by trying to adopt the accounting firm "sales" model within their law firms. Some law firms asked senior Partners to reduce their billable hours and concentrate on rainmaking. Other law firms hired sales people from outside professions to "sell" for the firm. The majority of these efforts dissipated for various reasons, but in recent years there has been a resurgence.

To get up to speed on the range of innovations underway within the legal industry (some of which are described above), consider attending the Legal Services Innovations Forum™ - Value in Client Service, Delivery & Development to be held Friday, May 10, 2013 at the NYC office of Orrick. For more information, click here or email Forum@BusDevInc.com.

Monday, January 14, 2013

EXCERPTS FROM: How to Maximize Your Law Firm’s Investment in Business Development Training & Coaching Programs©

By: Julie Savarino, Lawyer and Managing Director, Business Development Inc.

At the December 2012 NALP/PDI Conference in Washington D.C., Emily Leeson, Director of Attorney Development at Alston & Bird and Julie Savarino, Managing Director of Business Development Inc., presented a popular session on the topic of "Maximizing Your Firm's Investment in Business Development Training & Coaching Programs." The use of instant audience voting technology during the program produced some interesting results as described below. The session attracted approximately 75 directors of professional development, including those in equivalent and related positions. Based on the instant audience responses, approximately 80% of the attendees work for large to mega-sized law firms:


While approximately 42% of the attendees said their firms offer both business development training and coaching programs, approximately 39% responded that their firm only offers business development training (without coaching) and approximately 14% of respondents said their firms offer neither business development training nor coaching programs:


When asked, "How do you know whether your firm's business development training program was successful?", approximately 47% − by far the largest response − cited input "from formal participant evaluations":


Importantly, no respondents selected "tracked and measured actual $$ results," even though when asked what the most significant factors are when selecting and hiring a trainer/coach, the majority selected "results/track record." Given that very few attendees said their firms were actually tracking and measuring $$ results from any/all new business generated through business development training and coaching programs, the presenters discussed various ways that such results can be tracked, measured and reported. One way to get more buy-in, support and resources for business development training and coaching programs is to create a tracking/measuring process up front – before even offering the programs themselves − so that the actual revenues, value and return on investment generated by such programs can be tangibly reported back to firm leadership/owners.