The External Mentor

Vol. 17 No. 3

By

David Ackert is the president of The Ackert Advisory, a business development coaching and consulting firm. He is also the founder of Practice Boomers, a business development e-learning program that teaches lawyers how to develop business.

At many large firms, junior associates are discouraged from originating business. They are told to focus exclusively on servicing the firm’s existing clients, improving their lawyering facility, and keeping up with the 1950+ billable hours required of them. It is not until they reach at least their sixth year that they are encouraged to start writing blogs and articles, to work on their pitching skills, and to identify a market niche so that they can attend the appropriate conferences and trade associations.

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