Category Archives: Career Development

Origination Credit is a Mixed Bag

With increased competition among law firms, business development is a top priority. To maximize revenues, many—if not most—law firms incentivize rainmakers via compensation models which encourage business development. They track originations as a way to reward those who bring in the most business. Historically, however, the most profitable U.S. law firms never tracked originations. They…
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Social Media – Think Before You Click!

Should lawyers mix business with pleasure when it comes to social media? Previously, I would have answered that question with an emphatic “NO!” But now, I’m not so sure. Panelists at the NALSC (National Association of Legal Search Consultants) 2018 Fall Symposium in New York City have me wondering whether I should soften that stance.…
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Billable or Nonbillable—How Many Kinds of Time are There?

Law firm lawyers live by the billable hour, but there are many other types of hours—not all of them billable—expected of you by the firm. In addition to performing work for clients, partners (and aspiring partners) also must squeeze into their busy workdays other essential functions such as attorney training, mentoring and development, client development…
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How to Identify, Hire, and Develop Star Rainmakers

The skills that make a great rainmaker are not necessarily the same skills that make a great law firm associate. In the first few years, associates are valued for traits similar to those that brought success in law school—the ability to learn quickly and produce massive quantities of quality work. Suddenly, a few years later…
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