Tag: Goal Setting

Lawyer Turned Entrepreneur Recommends These Three Business Development Skills

The consistent practice of active listening, goal setting, and daily routine execution are the business development skills needed to create success for your clients and yourself.

Two years ago, Chuki Obiyo, a graduate of Northwestern Law School, launched Chuki Law. This premier consulting firm creates concepts, strategies, and techniques to help lawyers at all levels sell more effectively. According to Chuki, lawyers help clients create value, protect rights, and promote justice. For lawyers to effectively achieve this, they have to sell advice. Selling advice effectively requires treating business development as a discipline. Drawing from his consultation with his clients, we explore the core business development skills he is advising his clients to develop during this quasi quarantine period and even post this period. The skills he recommends are active listening, goal setting, and daily routine execution. As you read, focus on how the skills and case studies are transferable in your field and industry. 

Active listening, where the objective is empathy. 

One of the strategies to get to an optimal state of empathy is to ask questions. With each question, additional data is surfaced, leading to a deeper understanding of the other person’s feelings and motivators. The following example illustrates the importance of mastering this skill: 

Chuki engaged with a small law firm that received a request for proposal (RFP) from a dream prospect. After some preliminary research, this law firm discovered larger firms and other more experienced practitioners were also competing for the same business. Historically, this small law firm lost similar RFP’s and questioned whether to submit a response. The firm envisaged a mindset of “we never win these, so why bother,” concluding it wasn’t worth the time and effort. 

To help reshape the law firm’s frame of reference, Chuki conducted a brainstorming exercise centered around generating questions only the dream prospect could answer. The goal was to come up with questions free of assumptions and seek a deep understanding of the prospect’s motivators. Next, the small law firm prioritized the list of questions and requested a meeting. In the appointment, his client went through the list of questions, not as leading questions, but to listen actively as the prospect breaks down the answer to each question. In reviewing notes after the meeting, what jumped out to them was illuminating. The prospect wasn’t so interested in the law firm’s size that would win this work. It was most interested in seeking a firm with a particular subject matter expertise. This information came to light due to the law firm’s ability to ask the right questions, listen, and seek understanding. As you can imagine, the small law firm emphasized its top-tier subject matter expertise in the RFP submitted. 

The small law firm ended up winning the RFP. A few weeks after advancing the relationship, the firm had a feedback loop with the prospect and solicited some commentary on why they won. The happy client shared that the firm was selected because they felt heard. In summary, the small law firm emanated empathy by actively listening which led to winning over a prospect that became one of its top billing clients. 

Goal setting, where the objective is authenticity. 

One of the strategies to attain authenticity is to put pen to paper and write—the process of writing things down forces a clarity of thought and commitment. The example below illustrates this skill in action: 

An attorney at a law firm had spent eight-plus years as an associate and was now eager to become a partner. After about seven years, attorneys are usually put on a path to become a partner in that firm. This attorney had multiple internal meetings and learned he was not on the way to becoming a partner, not even in the next three to four years. 

He received the harsh truth that his business development was non-existent. He countered by pointing to all the great work he was doing for the firm’s existing clients but discovered new client origination mattered more to the firm. 

Chuki worked with this attorney to write down goals around professional and business development. By asking simple questions such as: Can you expand your LinkedIn connections from X to 2X? After you get those connections, can we set a goal to reach out to two of those connections a week? And if they accept a meeting, how can we shape the conversation to deliver value and begin a sales conversation? 

By writing these goals down, this attorney could clarify what he needed to do, how he needed to do it, and when he needed to do it. He has identified potential new business through his efforts and positioned himself as a burgeoning rainmaker. The simple act of writing goals down has changed his narrative and opened the door for more advanced conversations to become a partner at the firm. He has also built a healthy pipeline of opportunities that is giving him visibility amongst the senior partners at the law firm. 

Daily routine execution, where the objective is accountability.

Success is in our daily routine, and lawyers are no strangers to a regimen. Lawyers review contracts, draft briefs and analyze memos. The recommended strategy is breaking down goals into daily activities and applying the same appreciation for routine to ensure sustained success. The example below provides additional context: 

Chuki engaged with a black female attorney dealing with recent struggles to progress some of her professional and business development goals. This attorney had experienced success early and would consider herself a good business developer. However, lately, she felt she was a hamster on a wheel, moving but going nowhere.

The first activity Chuki suggested was to do a time spend analysis to understand where she was spending her time. They found that in the past, she relied on massive speaking engagements to uncover new business. However, with the pandemic, these opportunities had fizzled out. 

They brainstormed activities she could do consistently related to business development. She settled on blocking out 30 minutes every Friday to send a “Have a nice weekend” email to a prospective client and existing client. The response she received from this email campaign was inspiring, so she decided to make it a daily activity at the end of her day. By being selective of the existing and prospective client, she is much more thoughtful and contextual for the email recipient. The results have reinvigorated her, expanded her network, and kickstarted conversations to become a general counsel for a corporation. 

Bonus: Promote certainty, where the objective is reliability. 

Living in a pandemic environment, people are looking for opportunities to add some level of certainty into their day. 

One example is relationship certainty. Several decision-makers are not in a hurry to change their current vendors or partners. However, this shouldn’t mean the incumbent should be complacent. If there are activities you’ve done or completed within a defined timeline, stick to that timeline. If there are reports you’ve provided in the past, keep providing these reports consistently. 

Another example is cost certainty since this period may not be a good time to raise prices as numerous industries are still recovering. Executives are looking to cut costs so they can be more efficient and lean. Partnering with clients to find opportunities to reduce costs could be a significant advantage as the client’s business picks back up. 

Promoting certainty paves the way to achieve reliability with clients. When clients can count on you, you can count on them giving their business to you.

In summary, the consistent practice of active listening, goal setting, daily routine execution, and promoting certainty are mechanisms anyone could apply in their field or industry. Often, what separates ordinary from extraordinary is the “extra” we put into doing the everyday things. 

Godspeed selling!

PS: You can connect with Chuki on LinkedIn and subscribe to his LinkedIn page for regular business development tips. 

Conversation with Solu Nwanze, Executive Coach

  1. What compelled you to start Expanded Impact and what has surprised you the most about your journey thus far?

I followed my passion! I have always been drawn to leadership development, leading or founding organizations at school and work to foster learning, development, and growth. A series of activities led me to coaching including meeting my first mentor, Katie Hingle, who is a certified coach, my first coaching experience at the Watermark conference, and my first coaching class with CTI (Coaches Training Institute) while founding a speed coaching program for minority employees at Adobe.

In pursuing my passion, I became aware of the impact of coaching which compelled me to take massive action to become a trained & certified executive coach. As my confidence matured, establishing Expanded Impact was the natural next step. With Expanded Impact, my vision is to navigate established and emerging leaders through self-discovery and personal transformation as they expand their impact to themselves and others. Expanded Impact currently provides executive coaching, leadership development workshops and dynamic talks that spark awareness, confidence, and action.

What’s surprising about my journey so far is how my insurmountable mountains become distant landscapes in hindsight. With every milestone, I best myself and redefine my capacity. This is the possibility available to us all. In short, I continuously expand my impact as I help others expand theirs!

2. What makes goal setting a critical element in achieving success? Why do so many people have challenges setting and exceeding their goals?

Goals setting is critical to achieving success as it defines the goalposts towards bringing your passions to life. Goals and their corresponding actions are the concrete ways to develop skills towards your passion. As Gary & Jay mentioned in “The ONE thing,” passion without skills goes nowhere. When you build your skills, you will see results which in turn, fuel your passion. Increase in your passion leads to developing more skills towards that passion, leading to more results.

Some common challenges towards setting and exceeding goals that I have observed through my coaching are:

  1. We barely take out time to reflect and set goals for ourselves. Setting aside time regularly, be it quarterly or monthly, is a way to make this part of your routine
  2. We make goals too broad without a plan to measure the outcome, and therefore, lose our zeal. Set SMART goals to ensure you know when you are on-track or not.
  3. We set too many goals leading to a lack of focus, and again, nothing gets done. Or worse, we lose sight of the most important goal. Try focusing on the one important goal first, you’ll learn something that will inform your next best step.
  4. We don’t give ourselves the necessary support structure – be it in accountability partners or triggers that remind us of the what and why of our goals. Recruit accountability partners like a coach or a friend who will hold you accountable without judgment.

3. Why is the cause you are pursuing or problem you are solving the most important for this generation? How would future generations benefit if it’s successful? What is at risk if you do not succeed?

In our fast-paced and noisy lives of today, we drown out our own voices so easily. We are swept by the hustle and bustle of daily activities, politics, gadgets, etc. Coaching is a practice of reflective inquiry that creates space for us to (re)discover our inner wisdom. What happens when we connect to our inner wisdom is we discover self-confidence, we learn to drown out fear and doubt, we see choices, we get unstuck, and we create our path. In essence, we become leaders in our own lives and take up the space we already had but may not always see. The impact is we have more capacity to give love and share our passions with those around us.

If we don’t develop to our full potential, we cannot give/share our gifts fully. We already see the impact of this today. Let’s take the workplace for instance. Imagine what it is like working for a manager who had poor leadership skills. What does that do to your growth opportunities, your ability to learn, your happiness and satisfaction on the job? How much of your intellectual capacity do you really bring to work in this space?

Now imagine working for a manager who is a great leader. Notice how well you would thrive, your higher level of happiness and satisfaction, your eagerness for learning and growth, and the overall value you would add to the company.

Now, multiply the impact in both cases above by five employees. What if those employees are also managers, what is the impact on their employees?

What happens when a disengaged employee goes home? How does that impact their engagement at home? How do they interact with their children? What are their children learning about life?

You see, work and life are all life; your life! And that is what is at stake.




4. Starting a business or even a side hustle can be challenging. What advice do you have for someone struggling with an idea they want to start while balancing a full time job? How would you advice they get started?  

Map out what you want to do and most importantly, why you want to do it. Your “why” will be the driving force you will always go back to when challenged.

Then go ahead and develop your goals, starting with what is most important to tackle first, build your test, take action and learn from it. Learn from others who have done something similar so that you stand on the shoulders of those before you and get a head start. Next, get your supporters along for the ride, never go at it alone. These will be the people to cheer you on, offer advice, help, provide contacts, etc., along the way.

But most of all, go ahead and start. I was reminded of this simple advice recently by Aman Gohal, “Just go ahead and do it, don’t overthink it.”

5. What is the best piece of actionable advice you’ve received that continues to be a source of inspiration in good times and challenging times?

Never stop learning. My dad taught me this lesson a long time ago, and it has stayed with me since then. We learn from successes and failures. Being a lifelong learner means being a sponge, always open to new possibilities, and new people. Learning comes from everywhere and everyone!


You can connect with Solu Nwanze on LinkedIn and her website.