Hello and thank you for joining the S-Curve.
Since 2010 I’ve been thinking about the deeper dynamics of business development. In particular what gets in the way of business development success for individuals and law firms. No, I mean what really gets in the way? Why do some lawyers succeed at business development right from the start of their careers, and others take more time, and some never do?
Research & Writing
In 2019 I co-authored a book that analysed the relationship between ‘fee earners’ and ‘fee burners’ in law firms. This book set-out a framework for understanding some of the complexity. However we didn’t really factor in the psychoanalytic aspect of the individual or group processes.
So in 2021 I went a step further and completed action research through a systems psychodynamic lens into - what makes business development work in law firms? This research looked at above and below the surface dynamics that impact business development outcomes, both conscious and unconscious.
I am writing a Plain English ‘White Paper’ on the findings of this research and intend to make it available as part of a presentation I give on the project: Finder, Grinder, Minder, Binder and Miner - What makes business development work in law firms, and does the legal sector need a structured business development curriculum to fill the gap not met by universities?
Culture & Capability
To put it simply, the findings from this research showed the importance of building business development capability with lawyers through a structured skills-development approach, there are all kinds of reasons why this is critical, but the major one was that the firm’s business development culture was central to success.
S-Curvers
I don’t intend the S-Curve to be a one-way conversation. I’ll be calling on you to share, as you feel comfortable, your insights too as there is a lot of experience in the group of people who have signed up to be S-Curvers - law firm partners, CEOs, COOs, Directors MBD, Brand Managers, BDMs, Exec Coaches and Business Leaders.
In a nut, the S-Curve will focus on dynamics, culture, building capability, developing leadership capacity within individuals and groups, as well as strategy. I realise this ‘dynamics’ angle may not be for everyone, so I will not take it personally if anyone unsubscribes. For those of you who hang in there I look forward to seeing where we can go!
