Lawyer Coaching Will Boost ROY - Return on Yourself (Edward Poll)
Article written by Edward Poll, originally posted on the Canadian Bar Association website, November 12, 2014.
‘‘The articles that I’ve been privileged to share with you often draw inspiration from a common source: my work as a coach. I coach attorneys on how to make their practices better and more profitable, providing advice based on years of experience and years "in the field" as a practicing lawyer. Many of the lawyers whom I coach have workplace issues involving not only their practices, but their relationships with colleagues, staff and clients. With a little help, we're able to cross these barriers and generate more productivity, income and enjoyment in the practice.
WHY COACHING WORKS
Coaching works. An excellent explanation of why this is so came from well known marketing consultant Phyllis Weiss Haserot, whose insight I’ve quoted on my own blog: “Coaching is personalized teaching that expands awareness, brings clarity, develops new habits that achieve growth, and fosters self-motivation.” Good coaching helps you realize your potential.
Look at coaching through the eyes of “investment”, that is, investment in yourself. You should engage a coach from the point you decide you want to be successful. A coach can help achieve that success more quickly than you would on your own.
In my own practice, I have constantly seen the direct and tangible benefits that my clients derive from coaching. Most of my clients have increased their revenue by five or six figures as the result of having an independent, objective ally who can listen to the challenge the lawyer faces and provide advice on what works best. The effective coach provides the kind of honest feedback and support that helps people do great things.
WHAT COACHES DO
Coaches work with people in real life, discussing and exploring roadblocks as they are encountered and working to remove them. The coaching experience is an active process – a partnership, not an event. The foundation is trust, as the coach learns what the client “really wants” and works in partnership to achieve it. […]
HOW COACHES FUNCTION
The point of these examples is not that coaches have all the answers. Rather, it is that they provide an on-going sounding board for your problems, questions and ideas. Coaching is convenient; there are no time-consuming office visits and little or no stress. Coaching provides instant support and feedback through regular meetings that often are conducted by phone. […]
HOW TO CHOOSE
There are definite factors to consider in engaging a coach. Here are some traits to look for when considering a coach:
First and most important, what is your gut feeling about the person? Do you have a good rapport with him or her, even without personal contact?
Do you respect the person’s reputation and experience?
Has this person “walked in your shoes before?” Is this person a lawyer (not just a law degree, but an honest to goodness practicing lawyer)?
If your coach is not a lawyer, why did he or she leave the practice of law?
What has been the experience of the person as a coach, not just as a lawyer?
If you’re looking for a particular trait, for example business, or life balance, or career change, or marketing, what has been the track record of the coach in these areas?
Does your coach believe in the value of the coaching process so much that he or she also has his/her own coach in order to constantly improve in the coaching and consulting business?
One of these points, background in the law, requires elaboration. The coach who was not / is not a lawyer must be familiar with the rules of professional conduct. Other than that, a coach who is experienced in the areas of greatest interest to the lawyer/client – marketing, finance, technology, psychology – can be a worthwhile choice.
WHAT EXCUSES TO AVOID
If coaching helps so much, why don’t we take more advantage of it? These are the objections to coaching that I hear time and again, and the responses that I offer. Can you see yourself in them? If so, you may be talking yourself out of help that can improve your career and your life.
If I seek coaching, it means I’m personally inadequate. Actually, engaging a coach means you’ve decided to succeed, because you’ll improve more quickly than you would alone. Athletes are the classic metaphor for this; they are not weaker because they seek coaching, they are stronger.
Engaging a coach is too expensive. If you think of this as an expense, you will not proceed. Actually, coaching is an investment in you. The increase in your earnings or decrease in your stress level typically produces a significant return on the investment.
I can’t commit to the time that a coach demands. No commitment equals no success. The price is the time required to do what’s necessary to improve. Don’t move forward until and unless you want to move to the next level of success.
Coaches too often try to intimidate people. A good coach is neither a buddy nor a mentor nor an assistant. A coach offers leadership that enables you to be better.
I can’t take direction from someone I don’t know personally. A personal relationship is unnecessary. What is necessary is the willingness to be open to change, an open mind to evaluate suggestions for improvement and a commitment to increase your level of success.
HOW TO DEFINE VALUE
If everything suggested by the coach or committed to by the lawyer is not achieved, it still does not denigrate the value of the coaching process. Without the coaching (and accountability to yourself through the accountability to the coach), you would accomplish less. More is better than less and it is on this basis that you should view the benefits of the process. These “benefits” can be analyzed and measured. You are not left wondering or guessing.
The typical coaching conversation starts with the ideal end in mind then combines experience and questioning to help clients access their own wisdom and unique abilities. As Stephen Covey says in his 7 Principles, “begin with the end in mind.” The coach offers support so that you follow through with action and changes. If you listen and act, you will benefit more than you can imagine.’’