5 Tips For Making It Rain

Law360, New York (March 25, 2013, 8:59 PM EDT) -- While nothing succeeds like success, it takes more than a proven ability to win cases for attorneys to attract new business to their firms.

The trick for making it rain goes well beyond doing good legal work, attorneys say. Behind the scenes, effective salespeople develop personal habits and build the kinds of personal and professional networks that can turn a firm's competencies into client work.

"Like everything worth working for, business generation is a long-term investment of time," said Hilarie Bass, co-president of Greenberg Traurig LLP and former chair of the firm's litigation department. "The idea is to have a strategy...

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