The reality is that we can’t get, make, find or have more time. Time simply passes, inexorably, day by day, minute by minute. We can, however, choose how we spend our time. Indeed, “time management,” is a misnomer; I prefer to call it Choice Management.
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.
Even disciplined sales people end up with collection problems. When that happens, here's what to do to collect the maximum amount.