West Coast Litigation Firm, 70 Lawyers
Scope of Services: We coached 24 of 65 lawyers over four years.
Project Selected for Analysis: Business Development Coaching.
Theme: Improve Pitch Win Rate. Groom the next generation of rainmakers.
Pitch Win Rate Increase: For pitches to new clients, in one year, the firm went from winning 11% of their pitches to winning 44%.
ROI on Program Investment: 2700%
Situation/Need
During the downturn in the economy, this regional firm saw a slight dip in revenue. They wanted to keep billings on the upward trajectory they had been accustomed to, groom the next generation of business developers, and improve their win rate on pitches.
Approach
We implemented a business development coaching program that included the following elements: a personality and behavioral assessment, one day of “immersion” training, and one-on-one coaching. In this case, the marketing director was also a coach, so we were able to partner with her to continue the coaching when we completed with each coachee.
Results
- Due to the size of the cases this firm typically does, the ROI on this program was quite large: 2,700%.
- For pitches to new clients, in one year, the firm went from winning 11% of their pitches to winning 44%.
- The program successfully groomed the next generation of the firm’s rainmakers.
