Were you born with It? If not, can you develop It?
A 60 something year old managing partner at a law firm once told me:
Rainmaking, you either have It, or you don’t
I have coached hundreds of lawyers that managing partner would have said didn’t have It. I am sure he is not aware, but I included his thoughts in my book: It Takes a Team. Here is some dialogue from the book:
“Before we get into that, let me ask you this: when associates come to work for you, are you able to pick out right away whether they have star potential?
“Absolutely,” replied David. “Usually after working with them on one assignment I know whether they have It or not.
What do you mean by It?
Firefox recommends the PDF Plugin for Mac OS X for viewing PDF documents in your browser.
We can also show you Legal Updates using the Google Viewer; however, you will need to be logged into Google Docs to view them.
Please choose one of the above to proceed!
LOADING PDF: If there are any problems, click here to download the file.