© 2017. Published in Law Practice Today, December 2017, by the American Bar Association. Reproduced with permission. All rights reserved. This information or any portion thereof may not be copied or disseminated in any form or by any means or stored in an electronic database or retrieval system without the express written consent of the American Bar Association or the copyright holder.
Liz Stone, former litigator-turned legal recruiter and ABA LCC Chair, shares what at first glance seems like counter-intuitive steps to get your client development on the right track.
The skills that make us good lawyers don’t necessarily make us good business generators, and in fact can be counterproductive to business development. To succeed in building a book of business, lawyers often need to use an entirely different skill set and attitude than what made them good lawyers in the first place.
Continue reading the full article below for ways to reframe your mindset to improve your approach to gaining clients one failure at a time.