Business Development Coaching for International Lawyers
Developing business abroad is somewhat different from marketing oneself domestically. It takes more focus, resilience and flexibility, not to mention culture knowledge and sensitivity. I have lived in Japan, Thailand and Turkey and worked with clients developing business in numerous cultures; so I have a deep understanding of the challenges lawyers face in this area. I work with:
International lawyers who are trying to increase a book of business in their existing area of law;
U.S. lawyers who were raised abroad or have family ties in another country and are trying to leverage that background to develop business;
Lawyers with a successful domestic practice who are trying to break into the international arena;
Attorneys with a background in international human rights, social justice or economic development who are moving into law firm practice;
In-house counsel or government attorneys with international experience transitioning back to a law firm;
Lateral partners with an international practice who are moving to a new firm and seeking ways to make that transition most beneficial; and
Junior or mid-level associates who wish to move their careers in a more international direction.
Coaching and strategy sessions may encompass a wide variety of topics, including:
Defining a manageable niche in the international arena;
Creating a viable business development plan;
Effective methods for developing relationships when you can only visit a couple times a year;
Ways to be authentic while also adapting to the norms of another culture;
Striking a balance between following a plan and taking advantage of opportunities as they arise;
Creating relationships with local counsel in foreign countries;
Managing relationships with existing clients when there are different cultural expectations regarding time, hierarchy, power dynamics, et cetera;
Leveraging the power of word of mouth when you are 1000s of miles away;
How women can create business relationships with men in a culture that requires a lot of preliminary relationship building;
How to dress in a way that fits both your style and the environment you are visiting; and
Building resilience and persistence when results take longer than one would hope.
Articles about Business Development
Asking for Business: Tips but No Tricks
Worried about pressuring the client or looking desperate? Looking for the exact right words? Here is some food for thought.
Turkish Riot
Does your sense of humor go out the window when tacking business development? Do what the Turks do.
This simple but powerful approach will help you find high quality leads from networking events.
Selling 2.0 - Helping is the New Selling
Do you dislike traditional approaches to selling? Luckily there is another way.
Dragons, Fire & Miracles
Is your business development stagnating due to procrastination? Check out how one person shifted her perspective and got back in action.