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Law Firm Leadership: Accessing the Inner Entrepreneur

By David H. Freeman

It's a problem that lurks in many firms. Founding and/or senior partners are the finders, and they hire minders and grinders to do the bulk of the work. Then the day comes when these hires are instructed to go out and get new clients. Suddenly, a population trained to “succeed” in one way has to learn to survive in a vastly different environment.

Some have little problem making the transition. Lawyers who have run their own firms or their own businesses, or who have come from a sales background, often “get it.” Others who have the natural DNA and flexibility can also make the transformation. These people are aware, hungry, and on the prowl for the next great opportunity. They have the courage and persistence to take chances, fail, get back up, and continue on.

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