11 steps to launching a coaching program.

• Author: Meszaros, Erin

Something that once was shunned by many firms, but has become a new fundamental for many, is the concept of a coaching program to help attorneys improve their business development acumen. More and more firms are developing robust programs and frequently engage outside experts. Here are 11 steps that should help you to launch your own coaching program.

1. GET BUY-IN FROM MANAGEMENT

   It is important to make sure that top management understands the importance of the program and how it will impact the strategic plan, increase revenue, enhance attorneys' business development efforts and strengthen client relationships. Every element of what you do has a touch of risk to it. You want to make sure they know you have thought it through and believe that undertaking such a program is in the best interest of the firm.

2. PICK A COACH

   To help you choose the right coach, I would advise having the proposed coach work with you or someone on your team for a few sessions so you can see firsthand their style, how effective they are and possibly learn what won't work for your firm. I also learned along the way that you need to give the attorneys an option when picking a coach. Not everyone will mesh with the coach you pick. I learned the hard way, when folks dropped out of our first program, that we should have provided options.

3. DEFINE YOUR TEAM'S ROLES

   In order to avoid stepping on each other's toes, make sure you sit down with your coach(es) prior to the launch and define who will be doing what. Coach: Monthly meetings, phone calls, quarterly success reports, monthly status reports, quarterly group meetings. Your team: Quarterly follow-up with each participant, review status reports, give feedback on focus and how it fits with the strategic plan, promote success stories, communicate effectiveness with powers that be.

4. OUTLINE YOUR PROGRAM

   This is an important step, as attorneys like order and the ability to predict what is expected of them. By providing an outline of the overall program, they will see what the commitment is from their side, your side and the coach.

5. PRESENT YOUR PROGRAM

   Back to the top-down management style, you will want to get your practice group leaders' input as to who from each group would be the right person to participate. I would start with a list of whom you think would benefit and/or achieve success and then have the PGL comment as to whether they agree or had someone else in mind and why.

6. SELECT PARTICIPANTS

   It is important to...