Evaluations
The Future of your Business Lies in the hands of your Employees. Click here>> If you desire to duplicate the production of your top employees. When you evaluate your core team you can immediately determine which members are most able to drive your firm forward.
Foundation Training
The MARKETINGesquire New Account Development Program begins with Foundation Training. This foundation provides a platform from which you can elevate yourself, your associates and partners in all facets of New Client Development: Click here>> for more information.
Advanced Training
The Advanced Performer's Circuit—Taking you from knowing the sales process to mastering client development. Sales training is often treated as an event, and not an ongoing process. Mastering business development skills is like mastering golf or playing the piano—a set of skills developed over time, and reinforced through practice and application. Click here>> for more information.

Most professionals do not perceive themselves as sales people.  The term "sales person" has many negative connotations associated with it, and most professionals see the practice of sales as undermining their professional equality and standing with potential clients.

Training Solutions:
The Integral Step to Sustainable Growth

Attributes of a Competent Lawyer
Attributes of a Successful Lawyer
  • Strong analytical skills
  • Careful and Detail-oriented
  • Superior research capabilities
  • Strong written communication skills
  • Spontaneous verbal persuasive ability
  • Savvy business marketing skills
  • Strong client development ability/sales ability

Unfortunately the qualities found in competent lawyers often become anchors to the long-term growth of law firms. Lawyers are trained to be analytical and skilled researchers (collecting intellect) but these traits carry over when communicating with prospective clients--instead of emotionally connecting with the client we often end up dumping intellect. We wonder why clients seem so interested yet need time to think it over. Are they in fact seeking time to compare their options?  

Unfortunately the attributes that make a successful lawyer are often inconsistent with those of a competent lawyer and few in the legal arena are truly adept with regard to both sets of traits. Those who exhibit strong competency in the legal arena are often uncomfortable with, or apprehensive over, business development activities.  However, a law firm is a business and the practice of law is the final product being delivered.  Therefore to ensure success the law firm must engage in proactive and effective business development activities--to put it crudely, it must have a successful sales force. 

Consider sales ability in light of the pharmaceutical industry, these companies produce drugs that save peoples' lives, however they still engage in aggressive marketing and sales efforts to attain success.  No industry is immune to the need for sales and marketing.  Unfortunately most professional services firms are primarily focused on their output of a superior product--competency in the practice of law. However this focus is also a result of most lawyers never having had substantial experience in anything other than the practice of law.  The ability to generate clients is picked up on a need to know basis and often through trial and error that results in substantial opportunity cost.  As a result it takes many competent attorneys years of hard work to get to the financial levels they deserve to reach. 
None of us were simply born lawyers, we went through law school, sat the state bar and must participate in Continuing Legal Education to maintain our licenses. In other words we are trained, tested and retrained. How competent would any of us be in the practice of law if we simply tried to pick it up along the way? Even more importantly, how many opportunities would we have lost because we were still in the trial and error phase of our career?
What you believe to be the most intellectually persuasive strategy may not be the most profitable one. Afterall, are your clients more interested in your background, education, and impressive client list or in attaining a resolution and achieving their desired end result?