Most law firms focus their business development efforts, time, and training investment on partners. Little thought is given to a strategic approach to enabling contributions from the entire generational spectrum. The perpetuation of this caste system comes at a price.
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At what point do the basic skills that have enabled you to be a successful lawyer become counterproductive? By this we refer to your “practitioner” skills, i.e., all the things you do to apply your technical legal skill to a client’s matter. Above a certain size practice, you need to begin the process of evolving consciously from a practitioner to an executive. Here's how.
When it comes to getting, keeping, and growing large accounts, the day of the lone-wolf rainmaker has passed, never to return. That worked during the 25-year law boom because everybody was buying legal services. In the buyer's market that will be with you for the rest of your career, you need to ferret out, investigate, and validate potential opportunity continuously. You need more hands on the oars, just to defend and sustain what you already have.