“Look, I didn’t go to law school to be a salesman,” said Gary, a partner in an established firm who had worked on mergers and acquisitions for most of his career. “Not once was I ever told I had to be a marketer or whatever. Now comes a memo from the managing partner that we have to go to these ‘business development seminars’ (making quotes in the air with his fingers) and work with consultants and don’t get me started on consultants so we can bring in our own business. And they’re even talking about linking compensation more directly to business originations. . . .”
Gary’s anger and frustration were palpable, but I could see behind the sarcasm that he also was frightened. Somehow, he needed to get right with the idea of doing something he not only had never done but actually had shunned during his lengthy career. I could see, as well, that he regarded those who succeeded at developing business as somehow different and perhaps inferior, e.g. “I didn’t go to law school to become a salesman.”
