I know many young lawyers find client development daunting. Some time ago, a large firm asked me to give a two hour presentation to their new partners. At the end I had two thoughts:
• I had inspired them
• The vast majority would not change because they felt client development was like climbing Mt. Everest.
Are you in that same position? If so, do what star athletes do – train by learning one thing at a time and begin by taking small steps so you feel you have accomplished something.
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