How do we grow our next rainmakers?

Ask Snap-D

By Sandra Napoli-D’Arco

Looking for advice on how to grow your solo practice or build your small, midsize or large law firm? Send all legal marketing, business development, strategic planning and firm management questions to Sandra@snap-dmarketing.com. Responses to reader questions will appear anonymously in Ask Snap-D every Wednesday.

Sandra Napoli-D’Arco, founder and president of Snap-D Marketing Inc., is a legal marketing and business development consultant. She has led marketing and business development teams and initiatives for firms with national practices.

Posted October 15, 2014 2:39 PM

Dear Snap-D, How do we develop the next generation of rainmakers in our firm?A: From the very beginning of their employment with your firm, explain to them that doing good work and billing lots of hours is only the foundation. If they want to be successful and have a thriving career, they will need to learn about client retention and development now — and practice, practice, practice each and every day. Show them how it is done and have them shadow some firm rainmakers. Hire a business development coach to train …

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