Laterals
Laterals
Laterals
Integrating new lateral attorneys is a daunting task for every law firm and the costs associated with unsuccessful hires are staggering. With more than 20 years of experience training lawyers and data to support efficacy, Cochran has developed a training methodology that addresses this challenge. By focusing on the skills and activities that impact partner retention, we can reduce lateral attrition and deliver a higher return on your most important assets – your people.
According to Dr. Heidi Gardner and the research in her book Smart Collaboration™ for Lateral Hiring, new hires must engage in two critical activities in order to be successful. First, new laterals must be able to successfully transition current relationships and build strong client service teams. Second, these new lawyers must become trusted team members at their new firm and become engaged in firm client matters. If you believe these are very difficult tasks, you would be correct.
Laterals arrive with a different perception about everything – firm culture, platform awareness, business development process, and key client management. If their new firm fails to invest in bringing all these skills and processes into balance, the lateral has little chance of executing the two critical activities outlined in the previous paragraph. Cochran has the solution.
Time
Three days of virtual, hybrid or in-person training
9 months of Implementation Consulting (1 hour per month)
Methodology
Team based program that is mixed with legacy partners (preferred) or lateral only cohorts. We utilize group exercises, mock platform introduction meetings, mock needs assessment meetings, interactive discussions and business cases analysis.
Skills acquired
- Learn new firm platform
- Develop client service teams for relationship transitions
- Gain partner trust and become part of firm matters
- Learn new firm BD process and skills
- Understand how to break down barriers to collaboration
- Learn how to pursue new business and manage pipeline