Training and Coaching ::

Whether through training workshops or coaching lawyers one-on-one, Sally Schmidt helps lawyers make good decisions about their personal marketing and business development activities through her practical and achievable advice. After providing successful, results-oriented attorney business development support for more than 25 years with uniformly high praise from clients, she is now sharing her processes and lessons learned with marketing and business development professionals through a "Coach-the-Coach" Clinic.

More on Coach-the-Coach Clinic
More on Training
More on Coaching
 

Coach-the-Coach Clinic

Whether lawyers are asking for spot coaching on a particular issue (e.g., a pitch) or want assistance on a regular basis to develop their practices, the Coach-the-Coach Clinic will build coaching skills and confidence for you or members of your team. Participants in this intimate and intensive program will benefit from Sally's best practices and lessons learned through decades of coaching experience.

The Coach-the-Coach Clinic includes:

  • Six virtual sessions over three months, including five group sessions and one individual session
  • Observation of a coaching kick-off meeting
  • Hands-on activities
  • Roundtable discussions and sharing of experiences and best practices with other participants

The cost for the clinic is $1,095 per participant (with a $100 discount for additional people from the same firm). Each clinic is limited to 15 attendees. Those who successfully complete the clinic can receive a certificate, if desired.

Sally has coached more than 1,000 individual lawyers representing virtually every practice area to grow their books of business with measurable success. Here's what participants in the Clinic had to say:

“This was a worthwhile investment of my time. I walked away with more tools to add to my business development toolbox. Sally's extensive background in business development training coupled with the interaction with Business Development leaders from other firms provided a great amount of knowledge and best practices.”

Kelly Beauchamp, Marketing Director, Woods Oviatt Gilman

“Sally's approach to learning how to coach lawyers is practical, approachable and wise. This is a hands-on learning lab designed with opportunities to put into practice what you have learned in a safe space, among your fellow coach-in-training classmates.”
Amy Verhulst, Senior Business Development Manager, Jackson Lewis P.C.

“Sally provides great coaching advice while giving you tools to help you get started. Her guidance could be applicable to newcomers and seasoned professionals. She takes time to learn what interests you and what challenges you may face, and she tailors her content to the participants. This is a great program!”
Sarah Blanchard, Business Development Manager, Jones Walker

“The Coach-the-Coach Clinic could not have come at a better time, as we are starting to roll out our own BD coaching sessions at the firm. Being newer to the BD coaching side, this clinic has taught me so many invaluable lessons that I can apply to my day to day. I like how Sally incorporated scenarios and exercises into our sessions. It really made it a hands-on experience, albeit being on Zoom!”
Jessica Horowitz, Business Development & Events Specialist, Torkin Manes LLP

Testimonials from lawyer coachees are at the bottom of this page. If you are interested in learning more about this program, please contact Sally at sallyschmidt@schmidt-marketing.com.

 

Training Workshops

Sally frequently conducts “soup to nuts” workshops. Depending on the size of the firm, lawyers can be divided into groups based on seniority or practice. Her credibility and non-threatening style help lawyers become more comfortable with marketing activities. Working closely with the firm, Sally will develop an appropriate agenda that could include:

  • Building relationships with clients
  • Adding value to relationships
  • Enhancing your credibility
  • Internal marketing
  • Networking
  • Targeting referral sources
  • Prospecting
  • Asking for business
  • Investing in your practice

In lieu of a workshop, some firms organize an ongoing training curriculum to provide follow up and reinforcement. This could include, for example, quarterly, in-depth programs.

 

Coaching

Sally also has extensive experience and has produced measurable results working with individual lawyers on their business development efforts. Her services often include:

  • Consultation with the firm to develop a coaching program (e.g., selection of lawyers, method of coaching, timetable, etc.)
  • An introductory kick-off/training program, to review common issues and discuss business development techniques
  • Development of an individual plan for each coaching participant
  • Monthly follow up with each participant
     

Sally Schmidt Coaching Client Testimonials

“Hi Sally. I was just thinking about you this week as I was doing my marketing plan for next year. It made me think that I would not have built this practice of mine and learned the business development side of this job without your help! Thank you so much for everything you did for me. I owe a lot of any current success I have to you. This year will be the 3rd year in a row I'll have originations over $1M! (This year is closer to $1.5M.)”
Partner

“Thanks, Sally. You were a really big help getting me started and your help is a big reason why I was in a position to make a move. Each year when I look at my originations, I thank you personally.”
Former Coachee

“Hey Sally! I just wanted to send a personal note again thanking you for all your mentorship. I’ve really seen the fruits of the coaching program this year and think I’ll end up at around $550,000 in receipts from my clients. I really have changed my approach and outlook on business development and your guidance was a huge part of that. Thank you!!”
Non-equity Partner

“Sally, I was thinking of you this morning and that I need to get myself in gear on the marketing front. You have become my very own marketing Jiminy Cricket!”
Shareholder

“…in helping me focus on marketing you were friend, you were confidant, you were fighter urging me to get out there and try; you were educator; you were counselor; you were almost a shrink about what makes me tick to motivate me to DO what I need to do and to make it a focus every day in my professional actions, to THINK about new business possibilities; you gave advice on minutiae where I was lacking confidence such as the smallest of detail (do I go to their offices to visit? do I call them for lunch? when do I follow up and remind them of the conversation....etc. etc. etc.)…. I'm very grateful I’ve had you and my firm always right behind me.”
Partner

“I just wanted to let you know I appreciate all of your help, advice, ideas, and encouragement over the past several years. You are very talented and provided me a lot of value. I learned from you things I plan to carry forward.”
Partner

“You should know that your lessons stick. I’d like to think I would have tried to make it ‘about them’ before we started working with you, but I’m not sure. I think those lessons have also made me a bit of a better person, so (assuming I’m right and assuming that effect is multiplied by dozens and hundreds of people), you’ve got quite a legacy going out there.”
Member of Executive Committee

“I think Sally is very effective. She is responsive and she asks excellent questions. She also is a ‘nudge,’ in the best sense of that word, because she prods one to develop a plan and stick with it or, if appropriate, shift to a different plan. And she is very intelligent and pleasant to work with.”
Shareholder

“Sally is wonderful. She clearly has an excellent track record and has a wealth of experience. She often offers me more than one way to approach a particular situation, which I really appreciate.”
Shareholder

“It has been a pleasure working with you. You’ve been a great sounding board and, as I noticed while looking at the chart, we’ve accomplished a great deal. Let’s definitely stay connected. If you ever need someone to sing your praises, please don’t hesitate to call.”
Partner

“I just want to let you know that we just had a Management Committee meeting and I spoke about how much I enjoy working with you, what a great sounding board you are, and how much I like your suggestions and perspectives. You may get a call from one or more attorneys here. Thanks again for your help.”
Partner

“There has been a lot of conversation around here invoking your name (e.g. ‘Sally says...’). People have really embraced your advice I have been reviewing practice development plans for evidence of your suggestions to those you met with individually and am seeing good results. The Management Committee is very pleased with the impact of your progress so far. Thanks again so much for your help and input!”
COO

“Dear Sally, Thank you so much for your invaluable help and support during the [coaching] program. It was truly a growth experience and you were just great to work with.”
Partner

“I can’t put my finger on exactly what specifically you taught me or guided me through but it’s a continuous, coaching, guiding, interaction that’s meaningful to me. And I do believe all these signs are indicative of your skills and assistance. I have had five new clients in the last two weeks. I feel like my practice is coming together.”
Partner

“Thanks again for meeting with me to discuss my marketing and networking goals. By the way, a lawyer I had run into a couple years ago recognized me at a CLE I attended on Monday, and he has asked me to do a 45-minute presentation at a CLE next month. I agreed to do it. So, I’m jumping right off the cliff. I’m also attending a meeting and a brief CLE this evening with the client I had planned on connecting with this month. It has begun…. Thanks again for the motivation and the assistance.”
Associate

Comments from surveys of Sally’s coachees:

“I love Sally. She is so practical. She doesn’t waste my time.”
“Sally provides ‘forced accountability.’ She is insightful, and has good ideas on ‘ins.’”
“I like working with Sally. She has good ideas, and is giving me an industry focus.”
“I appreciate advice from Sally on how to approach clients. I like the accountability. At the end of each coaching session, we schedule the next meeting, and I have three things to complete.”
“Meeting with Sally on a regular basis forces me to be prepared. She’s forced me to do things I would not otherwise have done, and it has resulted in business.”
“Sally does a great job. She has opened my eyes to things, helped to organize my plan.”
“I really like how Sally keeps me focused with checklists of things to do between meetings.”
“I appreciate Sally’s help in between coaching sessions, helping with specific client opportunities.”
“Sally keeps me focused.”
“Sally is fantastic at what she does. It is true coaching – she helps me sort through the issues.”
“Sally knows her business and is most helpful.”
“Sally kept me on task and provided very valuable input on prospective client proposals.”
“Sally’s consulting services were the most valuable part of the program to me.”


Back to the Top