Emerging From the Shadows: Seguing From Service Partner to Rainmaker

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By Sharon Berman, Berbay Corp.

Rainmaking is not a requirement for success as a lawyer; however, it is a requirement if you want to build a business or be your own respected and valued business entity within a firm.

Many attorneys have built fruitful careers as “service partners,” deeply competent partners who actually do the work their colleagues generate. These attorneys might communicate with clients regularly and play a role in keeping them happy, but generally they are not relied on to bring in clients. Service partners are told that, while it would be appreciated if they got the firm new clients, they should focus more on performing the labor other partners create.

But even when business development isn't included in your partner job description, there are reasons why it should be included in your own professional toolbox. First, in these hard economic times, everybody's job description is getting longer. There are service partners who historically had been directed not to worry about generating revenue, but who are now being pressured to start developing business or face the consequences. Other attorneys

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