I was presenting at an in-house training course at a top 20 law firm just before Christmas and asked a group of 24 delegates how they managed their contacts. Two people used Microsoft Outlook, one had a paper-based system. I would be prepared to bet on who will be the rainmakers of the future from that group.
To be successful, you will need to bring in new business. To be really successful you need to bring in a substantial amount of new business and to do this you need to develop a set of skills over and above your legal expertise and a network of contacts that will act as a conduit to new business opportunities. The sooner you invest time and energy in developing your formula for business development, the sooner it will pay dividends.
