Lawyer Behavior Profile
The Lawyer Behavior Profile performs like a personal GPS for building your practice. Our exclusive assessment tool provides a data-driven, comprehensive picture of an attorney’s unique skills and strengths and how they relate to building a legal practice.
Lawyer Behavior Profile – Assessing Your Skills
Realizing the business potential of your legal practice is an art that requires finding the balance between your personality and the universal principles of client development.
The Lawyer Behavior Profile helps strike this balance by assessing and identifying your key business personality traits in the context of practice growth.
In our experience, a thorough and accurate assessment provides a powerful foundation for meaningful business development. After using existing psychological evaluation tests, we were left frustrated and wanting. So, we developed our own and specifically geared it toward legal professionals.
The Science Behind the Art
Based on twenty years of scientific psychological testing and assessments, the Lawyer Behavior Profile tool is a collaboration between Dr. James Weitzul, an industrial psychologist and author of “Personality Traits in Professional Services Marketing,” and law firm business development consultant, Craig Brown.
The Lawyer Behavior Profile tool includes research gathered during six years of observing, interviewing and testing individuals who demonstrated the traits defined by our questionnaires. We then invested an additional fifteen years measuring these traits in professionals such as lawyers.
A Guide to Business Development
The Lawyer Behavior Profile reveals unique characteristics, preferences and in-depth information that allows us to strip away false starts and unproductive paths in business development.
The profile brings to light practice-building approaches that are natural, comfortable, effective and achievable for you, in the least amount of time possible. We use the Lawyer Behavior Profile as a cornerstone in our assessment and coaching services which include:
- Initial Candidate Selection
We work with your internal marketing, HR or firm leadership to identify appropriate candidates for assessment.
- Survey and Feedback
Our multimodal survey is frequently administered during a business development training workshop. Our feedback to you includes explanatory tables and detailed analyses of patterns and trends.
- Report Results
Our final report includes recommendations derived from the survey data and serves as a platform for customized business development training and coaching.
- Assessment-Based Coaching
Each lawyer will know his or her unique traits for business development success. As coaches we provide guidance in how to best deploy strengths, and work around weaknesses, in the business development process. Follow-up coaching leverages data from psychological assessments and surveys. The interaction between coach and attorney stimulates new behaviors, supports development of customized plans, and keeps participants focused on accomplishing their goals.
- Development of Customized Business Plans
Each lawyer’s plan is developed based on two months of intensive coaching and real world experience. We take into account each attorney’s Lawyer Behavior Profile results, level of experience, capabilities, motivation, strengths and goals. We believe this initial, time-intensive commitment provides the context to create a workable and sustainable plan. Once a plan is in place, we set goals against the plan and create measurements to monitor for the remainder of the coaching period.
Lawyer Behavior Profile – About the Creators
Craig A. Brown, Law Firm Business Development Consultant
“Wasting an attorney’s time is great way to discourage business development. I developed the Lawyer Behavior Profile to add accuracy and save time for attorneys who want to grow their practice,” explains Craig Brown.
Craig has worked with law firms for more than twenty years in the areas of business development, finance, knowledge management and legal research. He is a former practicing lawyer and a graduate of the University of California, Hastings Law School. He has developed and conducted hundreds of action-oriented seminars using leading edge, adult-learning methodologies. He specializes in training and coaching lawyers using lawyer-focused, proven behavior profiles. Craig regularly speaks to AmLaw 200 firms, industry conferences and major events on improving marketing, business development, sales and training efforts.
James Weitzul, Ph.D.
A co-creator of the Lawyer Behavior Profile, Dr. Weitzul provides a breadth of business and psychological experience that has made the profile an effective and efficient tool for client development.
Jim is an industrial psychologist who earned a B.S. in mathematics/psychology from the University of Southern California. His further education includes receiving an MBA from University California, Los Angeles and a M.S. and Ph.D. in industrial psychology from Cornell University.
He is the author of Personality Traits in Professional Services Marketing, published by Quorum Books, 1994. Jim’s twenty years of professional experience includes working with the RAND Corporation and Rohrer, Hibler & Replogle.
Contact Us to discuss how Lawyer Behavior Profiles can focus your lawyers’ business development efforts.