A critical leadership function in every law firm is training and mentoring junior partners as rainmakers. When junior partners are not prepared to become rainmakers, the economic impact on a firm is significant. According to Jason L. Sobel, a recently named partner of Genova Burns Giantomasi & Webster, not providing access to the proper training would amount to “not maximizing??my long-term value.” A key role for any leadership team is to prepare the firm for the future. That role must include preparing the next generation of partners to step up and become effective rainmakers to ensure the firm’s future.
Too often leaders in law firms do not understand that business development is a marathon, not a sprint. Business development is a growth process. The seeds must be planted. What typically follows is a period of nurturing the seeds watering, tending the soil, fertilizing until they grow to maturity. Only then can you harvest the fruit. Business development programs require time to grow to fruition.
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