Every partner must be a leader in business development...

Every partner, regardless of practice specialty or seniority, has an obligation to use his or her skills, experience, and talents to develop profitable long-term client relationships.  This is why the Walker Clark approach to marketing focuses on the individual partner.  We work with the partners, both as a group and as individuals, to develop and apply skills and methods in a way that best suits each individual’s personality, preferences, experience, and talents.

The long-term financial success of a law firm cannot rest on the efforts of one or two “rainmakers.”  Not only must law firm partners demonstrate effective marketing skills themselves, but they must also be able to communicate and apply those skills within their practice groups and among junior lawyers and fee earners with whom they work.  This is how strong, multi-generational client relationships are built and maintained.  This also is how law firms maintain the depth and flexibility needed to respond to changing needs and new opportunities in their markets.

...and every partner can succeed.

Marketing Leadership is a six month developmental program that helps each lawyer to identify his or her natural strengths and challenges in marketing.  It also uses validated, reliable tools such as the Myers-Briggs Type Indicator and the Emotional Competence Inventory® to sharpen skills that have been proved to have a direct, positive impact on professional performance and business success.

A typical Marketing Leadership program consists of two components: 

• A two-part business planning meeting, Marketing Leadership in Law Firms 

  Walker Clark does not produce "workshops."  Instead, we facilitate structured business meetings that accomplish defined business goals for the firm and for each person who attends.  Each session lasts one day.  Our first session helps each partner to learn more about his or her psychological preferences and type, and how these shape marketing and client relations functions in a successful legal practice.  The second part, conducted approximately two to four weeks later,  integrates this information, along with best practices in law firm marketing, business development, and client relations management.  It presents strategies for each partner to transmit and apply marketing leadership to his or her practice group, associates, and fee earners.

• Individual coaching for program participants 

  We apply the concepts and tools of Marketing Leadership though our Living Case Study methodology.  For approximately the next six months, senior Walker Clark marketing advisors provide approximately six hours of individual coaching, instruction, and advice to each partner in the program.  This focuses on three principal areas:  (1) application of marketing leadership principles to one’s individual talents, preferences, and practice; (2) leadership strategies to transmit these to one’s associates and fee earners; and (3) individualized advice and assistance in supporting skills.