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Many law firms fail to address the real barriers to performance by Paul Matthews

Lawyers often ask for training because they think it is what they need to improve their performance. Unfortunately, their proposed solution is often wrong because they are working from the incorrect assumption that training equals better performance.

The most that you can say is that training increases potential, but this is certainly no guarantee of improved performance. Training is such a fundamental part of common culture and thinking in the workplace that people do not realise the fallacy of their assumption.

Instead, start by considering what lawyers really want, which is to achieve key performance metrics. Talk about the performance gap they want to close and what behaviours need to change to close that gap. Most people who are asking for training have not thought through in any detail what they want that training to achieve. They will be unable to describe in detail the behaviours that are needed to close the performance gap and how to recognise them when they are occurring.

What does good look like? How does that differ from what is happening currently? What do the more successful employees do differently?

Read the full article here Many law firms fail to address the real barriers to performance


Previously published in Managing Partners Magazine – September 2015 edition: