Law Practice
Jul. 6, 2009
Skill and Hard Work Alone Won't Propel You to the Top
The most successful lawyers are the ones who excel at the most important skill of all: client development, Patrick D. Kelly writes in "Rainmaking 101."
By Patrick D. Kelly
Millions of people embark on professional careers as CPAs, engineers, insurance agents, financial advisers, bankers, lawyers, and corporate managers only to discover that being technically proficient is just one element of being successful. Few receive any formal training in selling their services and themselves. For most, developing business is a sink-or-swim proposition.
Few things have changed over the years. Thousands...
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