Developing New Business is NOT About Selling

What would have been your reaction if when starting a private practice you were told you needed to know how to sell to have a successful legal career? Not good, probably. Yet, many lawyers seem to be astounded when they realize (or someone helps them realize) that when they are practicing in a private law firm or in their own firm, new business doesn’t usually materialize on its own. What must happen, then, between looking to open a new matter and building a healthy book of business? How does the business “come” to you? Read More