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Focus (Forum & Focus)

Feb. 3, 2009

Cultivating the Four C's

Proactive firms recognize the opportunity of a slow economy to begin motivating their associates to market themselves and the firm and providing them with business development tools, writes Sharon Berman. - Firm Guidance

FIRM GUIDANCE

By Sharon Berman

Motivating law firm associate attorneys to develop new and expanded business seems to be among the most pervasive and perplexing challenges law firms face. As yet, no one has found the "magic bullet" that instantly transforms associates into rainmakers.

Some firms have been more successful than others in motivating their associates to market. Those firms that successfully motivate associates share four disti...

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