developing rainmakers: supporting skill development world services group annual conference...
TRANSCRIPT
Developing Rainmakers: Supporting Skill DevelopmentWorld Services Group Annual Conference
September, 2007
Panelists:
Ann Miller, Nixon PeabodyRose Marie King, SyCip, Salazar, Hernandez & Gatmaitan
Moderator: Susan Manch, Shannon & Manch
Agenda The challenge: developing rainmakers Individual perspectives Firm perspectives Industry perspectives
Rainmakers: Nature or Nurture?
Can you train someone to be a rainmaker?
Isolating Competencies Behaviors of top business developers
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 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? Partners?
Associates?
Industry Perspectives
What firms are doing to develop the next generation of rainmakers?
A Business Development Skills Curriculum
New associates: Focus on work quality, client service training, oral
communication, networking, firm economics Mid-level associates:
Practice development planning, proposal writing, public speaking, writing for publication
Senior associates: Individual coaching on planning, hands-on experiences in
client surveys and meetings Partners:
Client team building, art of referral, succession planning
Key Points Rainmaking can be LEARNED Skill development efforts should start early Development efforts should span
professionals’ careers
