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Essential Qualities of Successful Rainmakers

By Cynthia Sharp
November 01, 2016

Although a handful of law firms has hired non-lawyer sales teams, most still rely upon individual attorneys or practice groups to generate new client matters (i.e., to sell) even though the majority of them have never received business development skills training.

My purpose in writing this article is to describe some of the important characteristics and habits shared by attorneys who have built successful practices. The perspectives are based upon my 37 years of experience in the legal services arena — 30 as the managing partner of my own small firm and seven as a business development leader.

Readers whose work responsibilities include formal or informal coaching of firm lawyers may wish to distribute this article to their protégés or to discuss some of the concepts during the course of future coaching conversations.

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