Client/business development coaching blends the confidential and long-term support desired by high achieving professionals with the practical, action-oriented approach demanded by their sponsoring firms. Customized to meet the professional’s unique needs, talents, style and goals, coaching helps to bring about behavior change that will positively and measurably impact his/her ability to win, keep and grow client relationships.

The Professional Coach
The quality of the coaching relationship is a key element of success. The coach creates a supportive and safe environment for the professional to comfortably and confidently take the risks necessary to adopt more effective behaviors and maximize non-billable time. Developing a trusting, candid and productive relationship can only happen with a coach you can relate to comfortably. At the same time, your coach needs to challenge you and keep you focused and on your toes.

Linda LaBrie is a seasoned consultant, business development and marketing executive, client feedback expert, strategist and coach. She has worked extensively with lawyers, accountants, architects, engineers and consultants – at various levels of “mist making” ability – who wish to take control of their careers and their futures! A Masters Degree in Counseling Psychology compliments her diverse background and strong leadership experience – a combination that has earned her a reputation as an expert in achieving desired behavior change and results. She brings a unique passion, high energy and uncommon personal and professional commitment to the objectives of her clients and their sponsoring firms.

Customized Coaching Process
If you are accountable for the retention and expansion of existing client relationships, the identification of targeted prospects and the acquisition of new and profitable clients, customized coaching is designed to help you succeed.

Style/Skills/Practice Assessment

The initial ½ day, in-person meeting begins the comprehensive review of your existing practice – from a personal, professional and marketplace perspective. This multi-faceted review focuses on your background, style and personal values/motivations as well as existing client relationships, significant matter/transactions and high priority relationship and referral contacts. Your practice strengths, specialized skills/training and proven success factors are confirmed and highlighted during this initial review.
The assessment stage of the engagement also involves identifying performance improvement and skill development in areas ranging from networking to “closing the deal.” During this time the coach conducts 360 interviews with individuals within the firm (practice leader, selected partners or support personnel) who will influence the success of the coaching engagement. Such feedback enables you to evaluate your client/business development potential through multiple lenses and perspectives.

Competitive Analysis

The competitive environment in the professional services industry is fierce, diverse and ever changing. Do you know with whom you compete with for business and market share? Which other professionals/firms are on your clients’/prospects’ short list of providers? Fully understanding your competitors’ strengths and weaknesses leads the way to confidently defining your own competitive advantage.
Goal Setting and Action Plan Development

The assessment and competitive analysis provide the framework for setting realistic, yet highly personal, performance improvement and skills development goals. Immediate and relevant action steps enable you to test, practice and adopt more effective behaviors, tactics and strategies – all with the goal of maximizing non-billable time and building a more satisfying and successful practice, career and life. A client/business development plan is usually formalized half way through the engagement.
Plan Execution
The remaining engagement is focused on helping you effectively execute plan tactics and strategies. Together, you and your coach evaluate the results of plan actions, monitor progress against desired goals and, when appropriate, modify the plan to address new insights and/or market opportunities. A critical outcome of the coaching program is the mastery of behaviors that define the “discipline of execution.”
24/7 Support
In addition to planned and scheduled coaching sessions, you are strongly encouraged to contact me for any type of assistance – preparing for an unexpected opportunity, scripting a follow-up letter, evaluating the outcome of a meeting with a prospect or just checking in.

Unique Features of this Engagement

• It offers the benefits of a proven developmental process with the flexibility to tailor the coaching experience to your specific needs, skills and goals – and challenges.
  
• You and your sponsoring firms may choose between a 6-month or 12-month engagement.
  
• In-person coaching sessions are recommended and most often preferred. However, coaching sessions may also be conducted by phone, webcam or iChat.
  
• You will complete assignments between coaching sessions, including at least one substantive client/business development action step to be completed each week.
  
• You are encouraged to invest a minimum of 10-15 hours per month on scheduled coaching sessions, assignments between sessions and reflection/follow-up notes.
  
• I will conduct brief interviews with individuals who have been influential in your practice to confirm and reinforce your strengths and developmental needs.
  
• I offer 24/7 accessibility and support.
  
• While our coaching relationship is confidential and private, I will submit periodic status reports to the firm’s “designee” to reinforce the firm’s expectations and confirm your commitment to the coaching engagement.
  
• I will work diligently to secure the necessary internal resources (human and financial) needed to help you achieve your client and business development goals.
  
• At the end of the engagement, I will work closely with you and your firm’s CMO to orchestrate a smooth and successful transition.
  

Client/Development Coaching Fee
The sponsoring firm typically pays the total engagement fee and related expenses. A variety of fee arrangements are available, including fixed fee, monthly retainer and hourly rate.