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At the Intersection: Lawyer Assessment and Client Development

By Doug Richardson

As part of an innovative individual business development coaching program for a group of its high-potential partners, a forward-looking global law firm recently was persuaded to include a battery of personality and motivational assessment instruments to map out each partner's “game face,” interpersonal style, motivational drivers and likely stressors or self-awareness blind spots.

This firm's Executive Committee decided that because business development is so profoundly relationship-driven, any practical information regarding both one's own “operative style” and that of existing and potential clients could translate into greater self-awareness, greater context-awareness, and a better grasp of how to relate effectively to different kinds of people in different kinds of marketing-related situations. In short, they saw a direct path between assessment and business development, a road paving the way for building better working relationships and better collaboration.

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