Transcript Outplacement for Associates & Partners

Developing Rainmakers:
Supporting Skill Development
World Services Group Annual Conference
September, 2007
Panelists:
Ann Miller, Nixon Peabody
Rose Marie King, SyCip, Salazar, Hernandez &
Gatmaitan
Moderator: Susan Manch, Shannon & Manch
Agenda
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The challenge: developing rainmakers
Individual perspectives
Firm perspectives
Industry perspectives
Rainmakers: Nature or Nurture?
Can you train someone to be a rainmaker?
Isolating Competencies
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Behaviors of top business developers
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Develop and maintain relationships
Know what they (and their colleagues) are selling
Know their clients and strive to learn their needs
Listen and learn whether clients are satisfied
Refer business to others in and outside of their
profession
See their clients even when they are not working
with them
Business Development Skills
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Awareness of self and others
Interpersonal
Communication
Analysis
Listening
Networking
Time management
Multi-tasking
Challenges?
What are obstacles faced in helping team
members build business development skills
in your firms?
In your geographic markets, cultures?
Individual Perspectives
How does a lawyer/professional build
business development skills and sustain
them throughout a career?
Firm Perspectives
How can firms support and coach lawyers
and professionals at every level of
experience in developing this skill set?
What Are the Incentives?
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Partners?
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Associates?
Industry Perspectives
What firms are doing to develop the next
generation of rainmakers?
A Business Development Skills
Curriculum
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New associates:
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Mid-level associates:
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Practice development planning, proposal writing, public
speaking, writing for publication
Senior associates:
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Focus on work quality, client service training, oral
communication, networking, firm economics
Individual coaching on planning, hands-on experiences in
client surveys and meetings
Partners:
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Client team building, art of referral, succession planning
Key Points
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Rainmaking can be LEARNED
Skill development efforts should start early
Development efforts should span
professionals’ careers