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A common problem faced by many administrators of business development plans for lawyers is finding ways to keep lawyers engaged in the execution of their plan. Some lawyers don't follow through on their plans because they don't see results as quickly as they would like. Because business development is a long-term process, the time it takes to begin seeing the fruits of one's labors can often prove frustrating for young lawyers. Our Activity Points system helps address this issue.

Activity Points System

Under our coaching program, we categorize each activity and assign that activity a value (ranging from 1 to 4 points). For example a lawyer can earn:

  • 1 point for finding an article of interest for a prospective client
  • 2 points for summarizing the legal issue in the article, explaining how it can affect the prospective client's business, and emailing the article to the prospective client
  • 3 points for sending the prospective client a checklist of steps the prospective client should take as a result of the legal issues raised in the article

At the end of each day, week or month, the lawyer can tally up the number of points he/she has accumulated under the plan to gauge his/her level of activity. Where the activities may not generate immediate results in the form of client business, the lawyer's Activity Points will serve as tangible evidence that the lawyer is taking the right steps until the new business and relationships begin to materialize.

While each lawyer's goals and activity level will vary, the following chart is a good frame of reference for what activity level lawyers should strive to achieve from week to week for the first year of their plans.


Timeline Points Per Week
Month 1 2 - 4
Months 2 - 4 3 - 6
Months 5 - 7 5 - 8
Months 8 -12 6 - 9


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