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Professional Development: The Relationship Associate

By Dineo Mpela-Thompson and Wiline Justilien

The legal market is continuing to consolidate, and for a good number of firms, gone are the days where legal work routinely walks through the door. “Eat what you kill” is less adage, more reality. In order for firms to sustain and grow the amount of legal services they provide, a critical mass of their lawyers must engage in some meaningful form of business development. And, attorneys who wait until they are up for partnership to begin developing business are already well behind the curve.

The skills needed to be an effective business generator are, unfortunately, not typically part of the law school curriculum. Accordingly, the first time associates are exposed to acquiring business development skills is at the firm. Law firms, therefore, have a unique opportunity to develop their junior attorneys into highly skilled practitioners as well as highly effective business (wo)men. This article provides insight into some of the skills business development-minded associates desire.

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