SITUATION

 

SeasonedPartner was an experienced attorney with a practice that contained a combination of largely one-off litigation work coupled with general counsel work in his specialty of healthcare law.  He had one large client with a national profile and many opportunistic clients without ever feeling he had a regular pipeline of opportunities.

 

SOLUTION

 

We used a 360-assessment which identified that SP suffered from a degree of “call reluctance” and lack of focus. The single large client could be described as a lucky break, and there was a significant opportunity for methodical follow up to collect credit with the client and in the industry.

 

RESULT

 

We focused on collecting credit with the large client, and how to work with the large client to collect credit for SP’s proactive work that benefited the client’s clients. This included a well thought out and executed plan to jointly present at conferences with his industry leading client where he and they mutually gave each other kudos for addressing industry wide issues together. SP pivoted away from opportunistic litigation work as he reached out to his client’s network and they gave him a steady stream of general counsel work related to his health industry expertise.

 

FOLLOW-UP

 

SP has a regular stream of health care related work with general counsel, speaking engagements and litigation matters. SP has become more influential in his firm, and is happier with the direction of his practice for the future.