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The Importance of Bringing in Business

published August 02, 2013

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( 3 votes, average: 5 out of 5)
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My name is Julie A. Fleming, principal of Atlanta-based Lex Innova Consulting, which helps lawyers worldwide design and implement innovative business development plans. I practiced law for nearly 15 years in firms of 3 to more than 2100 attorneys, and I am the author of "The Reluctant

Rainmaker: A Guide for Lawyers Who Hate Selling" (2009), "Seven Foundations of Time Mastery for Attorneys" (2011), and the forthcoming "Legal Rainmaking Myths: How What You Think You Know About Business Development Can Kill Your Practice" (2013).


Aspiring lawyers must know that the ability to bring in business is the single most important skill for career success for those who enter private practice. The days of having a practice supported by being a "great lawyer" are gone forever. In today's economy, every successful private practice lawyer is a rainmaker who has created an effective plan for building a consistent pipeline of new business. Rainmakers harness their unique strengths and perspectives to create a cohesive, strategic, simple-to-implement plan-and they take consistent, focused action on that plan.

Lawyers who lack the ability to bring in at least enough business to support their practices often find themselves stressed out, frustrated, and underpaid. Worse yet, in today's market, they may find themselves in an unsustainable practice, un- or underemployed, or unemployable, and with few resources to serve crushing law school debt.

Few law schools mention the need to land new business, and fewer still teach students how to do so. Students need to view their law school years not as the terminal years of their education but as the first years of their profession, and they should work to build and maintain a vibrant network. Relationships are at the heart of business development, and students who know that and act accordingly will be far ahead of their less-savvy peers.

published August 02, 2013

( 3 votes, average: 5 out of 5)
What do you think about this article? Rate it using the stars above and let us know what you think in the comments below.