Referral Sources Your Coaches Or Sponsors

Developing the Next Generation of Rainmakers Referral Sources: Your Coaches or Sponsors As you know, on January 1, 2005 I left my law firm to coach, mentor and teach law firm lawyers in the US and Canada. Recently I received an email from a construction contractor who needed my help. If I had taken on the matter, it would have paid me a multiple of what I will make this year coaching. I am at the point in my career and life that I didn’t give it a second thought. Instead, I introduced the potential contractor client to lawyers who practiced with me and lawyers I have coached. I have been  a referral source. But, I have been more. I coached the lawyers on how to get the work and by referring them I was their sponsor. I was vouching for them. Throughout my career I have always had coaches or sponsors either within a client or potential client’s company or outside. The coach or sponsor was someone who recommended me or vouched for me or gave me inside information. This week I was the coach or sponsor by introducing a lawyer to the contractor who contacted me to help. Since I started coaching I also introduce construction lawyers to construction association executives. In my career those executive directors were coaches or sponsors for their contractor members. They recommended me. I coached several lawyers this week. A couple said to me, “I don’t want to come across like a salesman.” I didn’t either. That’s why developing relationships with a coach or sponsor is important. Each of you have potential coaches or sponsors. I am certain they would be happy to help you. Are you getting their help? I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.