High Potential Coaching Program: Boosting business development skills

Impact Coaches worked with a group of high-potential associates at a large law firm to continue to evolve their roles by enhancing their business development skills.

The associates excelled in their professional careers because of their excellent work product. However, they required some coaching around building and focusing their business development skills. They didn’t know how to expand or tap into their network, identify an ideal client, or even ask for a referral. In order to continue to excel in their careers, they needed to prove their ability to build a book of business.

• Developed a customized peer coaching group.
• Assessed each of the associates to determine the extent and effectiveness of their current business development activities.
• Developed business development objectives, customized to each individual.
• Developed group sessions, aligned to the group’s needs.
• Worked with each group member on an individual basis, helping them establish and achieve their own business development objectives.

We also conducted three group sessions to discuss the sales process in a practical manner, and led a peer coaching exercise where the associates discussed actual prospects and shared helpful techniques and tips.

By the end of the program, the associates met weekly to discuss prospects, barriers, and next steps in the business development process. They shared best practices and encouraged one another. The group also:

• Reached consensus on who their ideal clients were and worked together to pursue them, resulting in three new customers.
• Increased business development activity significantly, and clinched larger and more frequent deals with a broader client base.
• Felt more comfortable networking and asking for referrals.
• Achieved greater success in their professional development goals. Two members of the group were promoted and two more were on the promotion list for the following year.

We can help your high-potential leaders develop themselves in alignment with your organization’s strategy.