PROBLEM: What do we do with our up-and-comers?
 
RESPONSE: A true business generating pipeline includes ideas for deploying junior partners and associates. Take them to sales meetings. Encourage them to get their names out there via articles and speeches. With younger lawyers, the key is to encourage business development without undue pressure. Whatever they bring in is gravy, and you’re making a great investment in the future as well.
 
RESULT: Some firms are creating a true sales culture, from top to bottom. You can too.

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