What lawyers really get from a business coach

For most attorneys, not a day goes by without a random business coach pitching their services. But what exactly working with them would entail remains a bit murky. Elise Holtzman, a lawyer turned legal coach, is here to clear things up.

As CEO of The Lawyer’s Edge, she’s spent nearly two decades helping law firms and individual lawyers identify their weak spots and develop the skills and habits they need to become rainmakers and leaders.

 Today, she’s chatting with Raise the Bar about what working with a business coach actually looks like.

 -Interview by Emily Kelchen, edited by Bianca Prieto

Let’s start with the basics. What is a business coach? 

Many lawyers assume that if they do good work, the clients will follow. Although I wish that were the case, it doesn’t usually work that way. 

Building a book of business requires a shift in both mindset and behaviors: intentionally cultivating relationships, becoming visible as a trusted authority and surrounding yourself with a team that frees you up to focus on practice-building. But most lawyers aren’t taught the management, leadership or sales skills this takes. 

In my role as a coach for lawyers, I partner with my clients to clarify their goals, take concrete steps to achieve them and navigate the inevitable obstacles along the way. 

Do you have a certain coaching philosophy that you follow? 

As a former practicing attorney, I know that lawyers are smart, hardworking and deeply committed to their clients. Because they’re so busy putting others first, they often don’t invest in themselves. Part of my role is to give them the space and structure they rarely allow themselves.

Coaching isn’t just about tactics and execution. Instead, it’s about coaching the whole person to become more self-aware, understand strengths and blind spots, and develop the mindset to thrive. When lawyers invest in their own growth, they’re not only more effective rainmakers and leaders—they tend to be happier and more fulfilled.

When do attorneys tend to seek coaching, and why?

Lawyers often reach out when they want to achieve a goal or step into a new role and aren’t sure how to go about it. Some are struggling with confidence. Others have hit a plateau or realized that client demands have crowded out time for their own professional aspirations. Coaching gives them the structure, accountability and perspective to move forward.

Now that we know what you do, can you share one habit of strong law firm leaders that others could easily adopt? 

Stop trying to figure it all out yourself! Yes, you’re smart, but you can’t possibly know and do everything (and you’ll burn out if you try).

The most effective law firm leaders surround themselves with experienced professionals in operations, finance, marketing and talent development. They respect and listen to those experts and are open to learning from them. And, because they understand that lawyering and leading are two very different things, they also make it a priority to connect with and learn from peers at other firms.

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 Raise the Bar is written and curated by Emily Kelchen and edited by Bianca Prieto.