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Transitioning Associates from Worker Bees to Rainmakers

By Larry Bodine
May 02, 2015

There comes a day when the partners of your law firm will tell their associates that they need to build their own clientele. The partners will no longer assign work to the associates and will expect them to generate their own files. If you are the associate, this is a chilling moment. And if you are a marketing professional, here is how you can help.

The key to survival is making the transition from a worker-bee lawyer to a rainmaker, which can be done in six steps. Fortunately, business development is a learned skill, and is not necessarily an inborn trait.

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