1. Keeping BD on Track: The Intersection between Technology and Coaching
This program will review multiple case studies in which software was used to augment BD coaching initiatives at law firms. It will also cover best practices for capturing and leveraging key data points so that your next lawyer coaching session is driven by irrefutable metrics.

2. David Ackert
David Ackert, MA has been an entrepreneur and business development mentor to service firms for nearly two decades. He is the President of The Ackert Advisory, which provides business development coaching and training for service firms and their professionals. He has developed and implemented business development programs for some of the top firms on the Am Law 100. He is the founder of Practice Boomers, a Your Honor Award-winning business development e- learning platform, as well as Practice Pipeline, a pipeline management software tool that incorporates business development coaching. The combination of technology and coaching has become a hallmark of his programs. David is the author of numerous industry white papers, a prolific blogger, and contributor to numerous publications including the Los Angeles Times, The National Review, the Daily Journal, the Attorney Journal, the Wall Street Journal, Attorney At Work, The Recorder, Voice America, and the Los Angeles Business Journal. He is a frequent speaker at law firms and trade conferences including ABA, ALA, and numerous regional and National LMA conferences. He is a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and the UCLA School of Law.

3. Audience Takeaways
Discover why coaching alone is often an ineffective accountability tool for lawyers
See how firms are successfully using technology to inform and reinforce coaching sessions
Learn how scoring and gamification can encourage meaningful BD activity
@DavidAckert

4. What is your role at the firm?
103 survey respondents representing over 90 North American firms
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5. How many lawyers are at your firm?4%
18%
29%
27%
21%
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6. What are the biggest BD challenges at your firm? (scale of 1 to 5)
Lack of accountability for engaging in BD activities
3.91
Failure by lawyers to prioritize BD activities
3.85
Compensation structures insufficiently encourage cross-selling
3.51
Lack of lawyer follow-up with key relationships
3.44
Lack of structured BD plans or strategies
3.25
Weak BD capabilities among lawyers
3.13
Lack of lawyer buy-in
3.11
Competing law firms
3.08
Lack of market intelligence to inform strategic BD
2.58
Insufficient budget allocated to marketing/BD activities
2.26
Not enough new matters (i.e. insufficient opportunities in the marketplace)
2.18
Underdeveloped skill set among the internal marketers who coach/support lawyers
2.17
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2.09
Not enough flexibility on fees

7. How effective are the following resources at your firm
How effective are the following resources at your firm? (Scale of 1 to 5; 1=Not Effective, 5=Highly Effective)
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8. On a scale of 1-5, how much value is placed on calculating the effectiveness of the BD coaching/training programs in the previous question via metrics or other means?
35%
16%
82%
31%
12% 6%

9. On a scale of 1-5, how often are your lawyers held accountable for engaging in BD activities? (e.g. meeting with a BD Manager, CRM dashboard review, regular mentorship, coaching circles, etc.)
1 (Less than once per quarter)
2 (About once per quarter)
3 (Once every 2-3 months)
4 (About once per month)
5 (More than once per month)
59%
Why?
Marketing/BD team stretched too thin
Coaching is mostly reactive to lawyer needs
Accountability is frowned upon in our firm culture
18% 9%
10% 4%

10. In-House Coaching on the Rise

11. Over 60 firms since 2010 ranging from boutiques to Am Law 10
3x-40x ROI at all except 2 firms
6-12 month intensive
Originally offered as e-learning plus coaching. Now more e-learning only as firms bring attorney coaching in-house.
@DavidAckert

12. Case Study: Tucker Arensberg
Problem:
Lawyers weren’t proactive in cross-selling and their BD skill sets needed improvement
Solution:
We introduced Practice Boomers to provide a BD curriculum, accountability, and a structured coaching program
Results:
80% of participating lawyers surpassed their revenue targets
One lawyer brought in over $250,000 in new revenue
20% increase in lawyers’ BD skill sets (according to self-assessments)
Over $680,000 in new revenue generated by the initiative
Over 700% ROI
@DavidAckert

13. Artificial Intelligence provides coaching insights for smarter BD
Simple tool helps lawyers stay on track and holds them accountable to their BD pursuits
Oversee and track performance metrics to improve effectiveness of coaching sessions
Artificial Intelligence provides coaching insights for smarter BD
Finalist in 2016 Your Honor Awards for outstanding ROI generated
@DavidAckert

14. Case Study: Goulston Storrs
Problem:
Lawyers were open to the concept of BD, but didn’t implement plans
Solution:
We introduced Practice Pipeline to provide a simple tool for tracking BD pursuits, accountability, and a more structured coaching program
Results:
Increased engagement levels across the board
20% increase in opportunity for cross-selling meetings
The very first matter attributed to the initiative produced an ROI many times over the firm’s initial investment in the tool
Cost per prospective client conversion significantly diminished
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15. No-nonsense metrics

16. No-nonsense metrics
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17. Tracking Results
Use technology to capture metrics and automate nudging
When setting coaching goals, remember that origination is only one data point. Place more emphasis on short-term, high-yield leading indicators that are within the lawyers’ control. 
Site visits
Incoming referrals
Pitch meetings
Strategic BD activity
Tracking these activities will demonstrate ROI on your coaching efforts regardless of your lawyers' closing ability (and reinforce your job security.)
@DavidAckert

18. Questions? Email david@ackertinc.com if you are interested in…
A PDF of this presentation deck
A copy of the white paper “Investing in Rainmakers: Bridging the Gap Between BD Training and ROI”
$50 off “Coaching the Lawyer” from the BD Institute - our upcoming virtual training course for in-house marketers
A demo of Practice Boomers or Practice Pipeline
@DavidAckert