Recently, I authored an article on First Year Associate Marketing Plans: It is Never Too Soon to Start, for The Legal Intelligencer and Pennsylvania Law Weekly publications. More and more law firms are beginning marketing plan development for first-years, often setting the stage with introductory programs during the summer associate season.
While many firms are dropping big bucks on “attorney sales coaching” or “rainmaking” for senior associates and young partners, the reality is that these efforts would not be necessary if you started training them much earlier. While I often read about such “coaching” leading to million dollar paydays, the reality is that any focus or concentration on bringing in business will result in an increase. Unless you are just terrible.
If your law firm is interested in receiving a copy of this article, please CONTACT me. I would be happy to forward it along. It should provide a good guide to developing your own curriculum.