Boosting Business Development: Training for Law Firms and Accounting Practices
Investing in targeted business development training is a strategic move to enhance the success of your law firm or accounting practice. Effective training programs can empower lateral hires to generate significant new business and assist rising stars in advancing within the firm.
The legal and accounting sales environments are increasingly competitive. Firms face sophisticated, cost-conscious clients and longer sales cycles. Training programs tailored to these challenges can improve cross-selling efforts, drive new business growth and strengthen client relationships and retention rates.
Necessity of Sales Training
According to research from the Legal Marketing Association, while 80% of law firms recognize the importance of sales training for their lawyers, only 35% actually implement formal training programs.
This gap highlights a significant opportunity for firms willing to invest in the professional development of their teams.
Overcoming Barriers to Training
Many firms hesitate to adopt comprehensive training programs due to a lack of internal champions or past unsuccessful training experiences.
Additionally, without accountability mechanisms, trainees may struggle to apply new business development skills effectively.
Commitment to Consistent and Customized Training
Successful firms make a firm commitment to regular, ongoing training rather than sporadic sessions.
Effective training requires consistency and customization to address the specific needs of the firm and its clients.
It takes time to change behaviors and master new skills, often more than a month for significant progress.
Starting Small for Proven Success
A practical approach to implementing training is to begin with a small, motivated cohort. By building a track record of proven success, law and accounting firm leaders can make informed decisions about expanding training initiatives firmwide.
Level Up Your Sales Training
Investing in tailored business development training is essential for law firms and accounting practices aiming to stay competitive and drive growth. Consistent, customized training can transform your team’s ability to generate new business and strengthen client relationships.
Bob Silvy, Level Four Consulting’s founder and Managing Director, helps professional firm partners grow their legal or accounting practice through sales and business development training.
Bob’s commitment is to provide sales training that’s enjoyable, memorable and changes behaviors, producing tangible business results that can be measured. Contact Bob to learn more.
