During the courting phase, you do lots of little things to demonstrate your desire, and as the relationship matures, the focus on the little things slowly dissipates. Continue to support and encourage your lawyers courting behaviors with their client throughout their relationship. According to Donna, successful training programs should reflect the difference between Boomers and Generation X ers. Each group requires a different teaching approach, and in many cases different programs. Gen X ers understand that they need marketing training.
Training involves coaching Remember marketing is foreign and uncomfortable to many lawyers.
Successful trainers quickly discover inner dragons used by lawyers to construct walls to avoid marketing. Marketers should encourage their lawyers to offer insights about the genesis of the dragons, and help the lawyers create personalized strategies that include comfortable marketing tactics. Just as clients require different service delivery, so do your attorneys. Learn empathic listening skills, because many coaching sessions are more therapy than marketing training. Goals need to be compelling and be developed by the attorneys to create a sense of ownership in the goals.