Corcoran: Infighting on Compensation Costs BigLaw Time and Money
How Bryan Cave Grooms Rainmakers
I had coffee with a managing partner last week who made an observation that stuck with me. He said he could predict which attorneys in his firm would become rainmakers by watching how they treated the receptionist, the...more
Are rainmakers born or made? As law firms certainly would like to manufacture more partners of the business-generating variety, there has been significant study on the psychological makeup, personality traits and even birth...more
I talk with a lot of lawyers. And everyone at one point or another has lost business to a competitor. Sometimes, one never gets the opportunity to compete in the first place. The secret to more wins is to turn an objection...more
I was recently invited to present at a law firm retreat on the topic of closing skills, presumably in the hopes that my remarks would magically transform reluctant partners into willing rainmakers. As the partner in charge...more