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Perspective

May 5, 2009

Real Business Development Requires a Focused, Sustained Effort

The art of rainmaking, maintaining and retaining clients remain a mystery to many lawyers at all levels, writes Melissa Ertek.

By Melissa Ertek
Legal marketing and business development are key ingredients in an attorney's success in today's competitive legal environment, but it is rarely taught in law school. The art of rainmaking, maintaining and retaining clients remain a mystery to many lawyers at all levels. There are myriad mistakes lawyers make in developing and marketing their business.

Not having a business plan is a crucial mistake. As an attorney, one of the first thin...

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