The Legal Intelligencer‘s recent "New Firm Order" series has examined how the legal landscape has changed in the wake of the current economic downturn, highlighting, in particular, an increased emphasis on business development and sales skills for attorneys. Even if you have not been paying attention to the press, you have likely seen the impact of this renewed focus on "rainmaking" in your practice — while the "finders" remain well-compensated and secure, the "minders" and the "grinders" are, increasingly, feeling the ill effects of this "New Firm Order."
As young lawyers cutting our teeth in these tumultuous times, we need to face the reality of the competitive marketplace in which we operate and position ourselves for success by embracing, not ignoring, the tools necessary for developing our own books of business. Of course, a little help from our firms would not hurt either. Recognizing the importance of client development for our continued professional success, we offer a few suggestions for young lawyers on where to start and a few comments for firms on how to help.
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