A Perspective From Law

At one time, a law firm associate who wanted to make partner simply had to do good work and stick around for five to seven years. Today, the path to partnership is much more complicated. An associate who wants to make partner must know how to develop – and keep – a good book of business.

"There is no 'one size fits all' set of business development skills for young lawyers," said Michael Smith, a strategic business counselor with SBC & Associates. "Forget any stereotype you might have about what makes someone a 'rainmaker.' Just find the skills that work for you.

"A gregarious individual might build a multi-million-dollar book of business by virtue of social networking relationships. A scholarly person might be more comfortable writing articles and giving presentations that lead to a reputation as an expert that attracts new business.

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