BD Coaching for Law Firms

Gordon McAlpine is the Co-Founder of global legal tech business BigHand. He scaled and exited BigHand and has worked for over a decade as a successful mentor to scale up businesses, as well as authoring his Amazon best-selling book “Scale Up Millionaire”. In 2023 Gordon returned to his legal roots to use his 6 step growth model to personally coach law firms on a fresh approach to optimising BD effectiveness.

Gordon’s BD Coaching for Law Firms service helps law firms simplify, focus & improve performance in business development activities and uses his own proven BD tools, which are currently taught at Henley Business School.

WHAT PEOPLE SAY

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“Gordon is a first-class communicator and mentor. Having literally written the book on how to scale a business, Gordon is expert at getting to why individuals, including lawyers, often struggle to master sales & marketing skills. By using incisive, thoughtful questioning and his considerable experience of business growth, Gordon can offer fresh insights and new perspectives on how lawyers can better position themselves to build a successful practice. I’d highly recommend Gordon to any lawyer looking to get to the next level of success.”

Steven James
Partner, Morrison Foerster

Coach

COACHING LAWYERS TO MASTER BD,
ATTRACT CLIENTS & DRIVE GROWTH

Law Firm Challenges

"Challenging economic climate, increased competition & changing client expectations means law firms must proactively develop business, add more value and diversify revenue streams to drive growth. A precise BD approach is needed to enable firms to build relationships, communicate a unique value proposition to potential clients and demonstrate transparency, benefits and value vs competitors."

Gordon McAlpine

How this Program Helps:

Help BD departments engage & upskill lawyers in BD activities

Coach the “Partners of the future” on essential career skills of BD

Improve current Partner BD performance and results

Create an ‘enterprising’ team based, high performance culture

Drive demand and improve practice revenue growth for new business and existing clients

Coach

Deliverables

BD Health Check Survey to identify key action areas
Proven 6 Ps performance growth model
Specific coaching modules on key BD activities such as Proposition, CRM, Lead Gen, Pipeline Management
Sales Performance Quarters (SPQ) meeting model to ensure structured meetings with effective follow up
Group and 1:1 coaching options – video calls or f2f
Recurring BD activities task list to create focus
AI coaching service to use for high volume and 24/7 coaching

Benefits

Reducing excuses such as “I’m a lawyer not a salesperson” & making BD an activity lawyers enjoy and commit to
Building trust with prospects and clients with a nurturing, consultative, ‘trusted adviser’ selling style
Elevate law firm profile from passive adviser (services on request) to an active, supportive ‘partner’
Increased BD activity & revenues from Associate/Counsel tier
Ensuring ‘future Partners’ have strong BD/Rainmaking skills
Development of an entrepreneurial, team based, culture

Contact

For further details please get in touch.