How Professional Firms Benefit From Evaluating Their People

“We have to date assessed 3 different ‘legal teams’ and will do a fourth in March. I was skeptical [as to whether] the profile was suited to the attorney but I can assure you we hit the mark! The firm has only 2 Rainmakers – which your profile identified right on – and the remaining team members have been individually coached with the profile with great effectiveness. The firm’s senior partners have put together a team of the strongest ‘business development’ talent to pursue national corporate business as a result of the profile. Two attorneys have been assigned different (as a result of the findings of individual evaluations) positions within the firm. Thanks for giving us the tools that separate us from the ‘slugs’ out there promising what they can’t deliver. I would recommend highly the Professional Service Firm evaluation to law firms.”Michael Strickland, President, The Michael Strickland Group

Today more than ever, professional firms practicing law, accounting, consulting, engineering and architecture rely on the OMG Professional Services Firm Assessment™ to gain powerful business development insights. Whether your firm’s goals for growth call for acquisitions of other firms or signing on new clients, chances are you’ll benefit from Objective Management Group’s insightful assessments.

Scenario: You have partners and associates, but you are frustrated because they are not bringing new clients to the firm. It’s not fair, and you haven’t figured out how to solve the problem. Partnerships are granted partly on an individual’s contribution to revenue, but that incentive does not seem to motivate everyone. What should you do?

Goal of the Evaluation: We’ll help you understand which of your partners and associates are suitable for performing business development as well as those who should NOT. And we’ll explain why. Then we’ll recommend steps to help you improve the business development skills of those individuals who would benefit from training. And we’ll suggest how you can best utilize the others in your organization who aren’t well suited for developing business.

Scenario: You have decided to acquire a competitive firm or expand by acquiring a firm in a new geographic area. You know how much revenue they brought in last year, but you need to determine the potential for your new office. How much attention have THEY paid to client development and if they paid MORE attention, what could you expect as a result.

Goal of the Evaluation: We’ll help you identify the individuals in that firm who can be your rainmakers and predict the kind of increase you can expect from those people once you’ve provided them with the necessary business development support. With projections in hand, you can easily set goals for growth and implement your plan.

Scenario: You want to grow your firm, but outside of the business that you bring in, you don’t know how to get the others involved. They are all very competent professionals, but business development is something totally foreign to them. What can you do?

Goal of the Evaluation: We’ll identify the professionals who could enjoy and excel at business development and explain how to get them motivated and develop their skills. We’ll predict the growth that your firm could expect from their participation in a business development role, and we’ll show you how to achieve those results.

Scenario: Your firm needs to hire additional staff. You know how to gauge their technical expertise, but you don’t know whether your new employees will be able to make a contribution in client development. Should you hire them?

Goal of the Screening: We can accurately predict with 95% accuracy whether your next candidate can be counted on to participate in and be effective at business development.

Accuracy: Our assessments are the most accurate in the industry, with a predictive validity of 95%! You can count on accurate, relevant, and highly insightful answers to some of your most difficult questions about business development.

Testimonial: “We have to date assessed 3 different ‘legal teams’ and will do a fourth in March. I was skeptical [as to whether] the profile was suited to the attorney but I can assure you we hit the mark! The firm has only 2 Rainmakers – which your profile identified right on – and the remaining team members have been individually coached with the profile with great effectiveness. The firm’s senior partners have put together a team of the strongest “business development” talent to pursue national corporate business as a result of the profile. Two attorneys have been assigned different (as a result of the findings of individual evaluations) positions within the firm. Thanks for giving us the tools that separate us from the ‘slugs’ out there promising what they can’t deliver. I would recommend highly the Professional Service Firm evaluation to law firms.” Michael Strickland, President, The Michael Strickland Group

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