Build the Capacity 
to Grow Your Firm

Practical and pragmatic marketing and business development training, coaching, and programs.

Is your current approach to growing your firm enough to power you into the future?

Your firm is successful, but have you reached a plateau? Or you see there is potential for more, but doing “more of the same” is unlikely to move the needle? Or maybe results have not met your expectations, and you know that something needs to be done.

In a time of changing client expectations (and a changing business environment) this is even more challenging. It is unreasonable to expect lawyers who have spent their entire careers building their legal expertise, to have equally deep knowledge in marketing and business development, business processes, knowledge management, tech, etc.  Yet without this knowledge, growth and improved profitability can be limited. Some questions:

• How might we build a marketing and bus dev capability throughout the firm, at every level?
• How might we inculcate a culture of personal responsibility for business growth, in all staff?  
• How might we build more sophisticated marketing and bus dev processes, from lead generation to engagement letter
• How might we use our marketing technology (CRM, email, marketing automation, etc.) more effectively?
• How might we increase the number of billable hours captured?
• How might we differentiate our firm and partners as thought leaders, not just “experts”?
• How might we build a true "trusted advisor" business, to referral sources and clients?  (Instead of merely using the words...)

And some other, possibly less comfortable questions:
• Are you completely satisfied with the "funnel" of new clients, new work from existing clients, and the strength of your referral network?  
• Are your proposals and pitches truly best-of-class? How do you know?  
• Are you happy with your firm's marketing ROI?  
• Does the client service quality at key clients far exceed their expectations? How do you know?
• Does your recruitment and interview process yield the absolute best candidates? (Could it do better?)   
• When was the last time you re-evaluated your new partner training and your non-technical training for more senior associates?
• Is your partner evaluation and accountability approach yielding the results you are looking for?  

We ask these questions, based on decades serving law firms and direct professional service firm leadership experience.  We've worked with some of the largest global firms... and some of the most innovative “challenger” boutiques.

Our Impact Programs can help you grow:

• Business growth coaching (for managing partners, practice leaders, and marketing leadership)
 CPD: Monthly training and workshops with weekly micro-learning reinforcements (firm-wide, or by practice or office)
Keynotes at annual partners' meetings and practice retreats
Management training for new associates, senior associates
• Self-paced leadership skills courses with micro-learning and practical exercises.
• 1100+ tools, templates, whitepapers, videos, and other resources

See the graphic below for more on our firm-wide Impact Programs:

Impact Program: Components

How we can support your firm

Curious? Questions? Interested in exploring the possibilities?

Impact Programs: Every Firm is Different

Start with one of our recommended programs (or we'll customize one specifically for you.) 

Level Up Program

For firms on a tighter budget looking to get a better ROI on their investment in their people.

• One in-person presentation (eg., for the whole firm, a particular practice or office, partners conference, etc.)

• Quarterly Coaching for the managing partner or practice leader

• Workshop on law firm marketing strategy

• Thought Leadership self-paced course for managing partner or practice leader

• One key functional skill-building program for key partners/associates: Networking

• Quarterly CPD for all staff, including monthly tipsheets to reinforce learning

• Access to 1100+ tools, templates, articles, videos, and other resources

• Annual impact meeting

Accelerator Program

For firms that are committed to growth and begin the process of differentiation

• Two in-person presentations (eg., for the whole firm, a particular practice or office, partners conference, etc.)

• Monthly Coaching for the managing partner or practice leader

• Workshop on law firm marketing strategy

• Thought Leadership self-paced course for managing partner or practice leader

• Two key functional skill-building programs for partners/associates: Networking, Bus Dev

• Monthly CPD for all staff, including weekly tipsheets to reinforce learning

• Access to 1100+ tools, templates, articles, videos, and other resources

• Semi-annual impact meetings

• Facilitation of two high-stakes meetings or brainstorming sessions

• Access to Braintrust self-paced courses for partners

Transformation Program

For firms that are growing, and also experiencing (or creating) major change: strategy, disruption, M&A,  transformation, etc.

Four in-person presentations (eg., for the whole firm, a particular practice or office, partners conference, etc.)

Monthly Coaching for all managing partners and/or practice leaders

• Workshop on law firm marketing strategy

Thought Leadership self-paced course for managing partner or practice leader

Three key functional skill-building programs for partners/associates: Networking, Bus Dev, Presentation skills.

Monthly CPD for all staff, including weekly tipsheets to reinforce learning

Access to 1100+ tools, templates, articles, videos, and other resources

Quarterly impact meetings

Facilitation of three high-stakes meetings or brainstorming sessions

Unlimited access to Braintrust self-paced courses for all partners and staff

Attendance and facilitation at the annual partners conference

Priority access to Randall Craig and Ronja Francoeur for advisory services.

Insights Feature: Business Development for Firms (3 part series)

Listen in to this deep dive into business development with a focus on professional service firms.

Part 1
(29 minutes)

Opening remarks from Randall Craig, with questions from Ronja Francoeur:
• Growing your firm through thought leadership. 
• Navigating the time investment required to create thought leadership verses the pressures of billable hours.
• The shared responsibilities of Marketing, HR, and IT in the bus dev process, and
• Business development training opportunities for professional services.

Part 2
(35 minutes)

Q&A on topics such as:
• Business development goals and accountability.
• Client experience, client touch points, and referrals.
• New geographies, virtual offices, and cultural fit with clients.
• The Price/Expertise/Trust Model, and
• How IP and thought leadership collateral can be used within the business development process.

Part 3
(30 minutes)

Q&A continued on:
• DEI, ESG, and other trends on bus dev.
• How to measure the success of your business development initiatives, and when change may be needed?
• How might an emphasis on (or lack thereof on) in-house training investment impact the firm brand?
• Is the juice worth the squeeze when it comes to your bus dev investments?