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Culture Shift

By David H. Freeman

If you were to eavesdrop on an Executive Committee meeting in a typical law firm, you very well could hear some version of the following conversation: “We have excellent lawyers, but the market for our services is not what it used to be. We've cut all we can from our overhead. How can we get our lawyers focused on developing more business?“

One of the greatest challenges facing firm leaders is guiding lawyers to change their behaviors in ways that will maximize personal and firm-wide business development potential. Facilitating such a culture shift requires a level of institutional effort, coordination and relentless follow-through rarely found inside today's firms.

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