'The Big Lie': Work Hard, Become a Partner
The skills that helped many young attorneys become law firm associates are not necessarily the skills that will help succeed once they get there. Meeting billable hours quotas and turning in high-quality work may win them positive reviews and continued employment in the short run. But to make partner, move laterally to a partnership at another firm or go out successfully on their own, associates today probably need to have a book of business.
“It’s almost like the big lie. If you work hard and just do other people’s work for the rest of your life, you’ll make partner and be happy,” Roger Braunfeld, the chief operating and chief compliance officer of a New York asset management company, told the Legal Intelligencer in an article reprinted by New York Lawyer (reg. req.). But, as he himself learned early on in his career as an associate at Harvey Pennington and Blank Rome, bringing in business is the key to success and job security.
To succeed as rainmakers, associates need the support of their firm and, ideally, a mentoring partner championing their efforts. However, associates should avoid the common mistake of selling the partner’s services instead of their own, Braunfeld said. Clients want to talk to decision-makers, so associates should sell their own skills, even if help will be needed from others to handle the matter. Likewise, they should take an ownership interest, once the matter is in hand, in making sure the work is done well, he advises.
Another common mistake is for associates—especially if they aren’t interested in the partnership track—not to network at all, unless a stellar client opportunity happens to fall from the sky into their laps, adds Frank D’Amore of Attorney Career Catalysts.
Smart associates network among their own classmates and friends, even if they don’t foresee an immediate payoff from doing so, he says. “You don’t have to shoot for the moon, you can shoot for the level where you are.”
Additional coverage:
ABAJournal.com: “Tips for Would-Be Rainmakers (Be Nice!)”
