To understand what factors promote successful client development, or “rainmaking,” it makes sense to start with the individual behaviors that distinguish Rainmakers (RMs) from Client Service Partners (CSPs). In a recent article,…more
The days of the highly leveraged partner-associate pyramid model appear to be coming to a close. Although this may surprise many industry insiders (it surprised us), traditional associate leverage– defined as a simple ratio of…more
Law firms need lawyers who can expand existing client relationships and grow their own and their firm’s book of business. Using social science methodology, Lawyer Metrics has identified a broad “Rainmaker Profile” that captures…more
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