Remember those kids in high school who blew the bell curve — the overachievers? Those were the ones who asked for extra-credit projects even when the rest of us were up to our eyebrows in the standard work requirements. Well, they still exist in the professional world, and they know how to succeed far beyond what’s expected or required of them. And not surprisingly, some of them grew up to be high-powered associates at law firms!

Typically, associates are not required to develop their own books of business as part of their job descriptions. In fact, usually they are kept so busy billing hours that business development may seem like a virtual impossibility for them.

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