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Asked and Answered

By John W. Olmstead, MBA, Ph.D, CMC

Q. I am an associate attorney in a 10-attorney firm in Atlanta. The firm represents mid-size to small businesses. There are six partners and four associates in the firm. I joined the firm after graduating from law school two years ago. All of my work is given to me by the partners and since joining the firm, I have not brought in any clients. When I joined the firm, I was told not to worry about bringing in clients – the firm has plenty of work. I am paid a salary and a bonus if my billable hours are at a certain level. There appears to be no desire by the partners for me to spend time developing clients. I have talked with my peers in other law firms who tell me that this is short-sighted, and that developing clients is a major factor in their firms for associates to be considered for partnership. I would appreciate your thoughts on what I should be doing and what direction I should take.