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BigLaw: How to Win New Clients When They Dislike One of Your Partners

By Liz Kurtz

Originally published on July 17, 2009 in our free BigLaw newsletter. If you've worked in a large firm, you probably think of "business development" as the Holy Grail. Play your cards right, and it's your ticket to job security, a valuable book of business, and eventual partnership (just to name a few perks). Of course, business development is also full of challenges, like finding potential clients, making an effective pitch, and actually landing the big case. Or worse. Here's the Pitch ? As an associate, "Chip," now a junior partner at a large firm in Texas, encountered the seamier side of business development. "If you're having a difficult time reconciling the concepts of 'sordid' and 'client relations,' you're not alone," Chip says...continue to full post

Full post as published by TechnoLawyer Blog on July 27, 2009 (boomark / email).