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The Keys To Building A Successful Book Of Business
1. Understand that building a client base is a key factor in determining your success as an attorney.
The hard fact is (although it was not taught us in law school) client development is an important factor in determining your success as an attorney. More and more today, you are being asked to generate new client files. Most attorneys attended law school because they wanted a professional legal career, not because they wanted to sell. In the past, attorneys were compensated and rewarded solely for being good at practicing the law. Unfortunately, the mindset in the business arena over the past 25 years and in turn the legal profession, have changed. Attorneys who want to make partner or develop a successful practice must now sell their services, as well as provide great work.
It is OK to be uncomfortable as you begin the business development process. It is not OK to ignore your business development responsibilities. Every month, attorneys are being let go and some law firms are folding and merging. The days of two or three senior partners bringing in most of the business for law firms is ending. Now is the time for you to learn the skills needed to be a successful rainmaker.
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