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Training

What can Mickey Mantle teach us about business development?

Successful rainmakers struggle to teach others due to “expertise-induced amnesia.” Making an implicit memory explicit again causes the expert to “start thinking about what they’re doing and mess everything up.”  Rainmakers don’t consciously know what they’re doing, so they can’t explain it to others.

Clients: “Law firm brand” is an oxymoron

There's no such thing as a law firm brand. Among clients that spend millions of dollars with these firms and interact with them daily, not one could identify their main firm’s ‘unique’ brand differences. 

“Excellence isn’t about meeting the spec…"

Law firms can no longer limit availability of business development training to their most senior, or influential, partners.  Such skills are now as mission-critical as legal skills, and must be cultivated throughout the firm.