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<b><i>Professional Development:</i></b> New Year's Resolution 101 -- Business Development Training

By Sharon Meit Abrahams

One of the greatest investments a firm can make is to train its talent ' its lawyers. What better way to begin a new year than a firm's management team getting behind a meaningful business development training program?

In today's market, the economics of a law practice are challenging and complicated. Due to high entry-level salaries that directly impact law firm profitability, progressive firms are beginning to cultivate associates' skills in business development as early as the first year of practice. Associates at all levels are becoming more involved in law firm marketing efforts. It is clearly in a firm's best interest to make as many of its lawyers, if not “rainmakers,” then certainly “shower makers.” Management committees at law firms are setting aside funds not only to focus attention on educating associates in client relations, but on business development as well. Firms of all sizes would do well to earmark a portion of their marketing budget to provide practical marketing training to their associates.

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