Ever wonder why some brilliant associates do not “make partner,” while others do? Or why some non-equity partners never become equity partners? Increasingly it's all about your “book” or “expected book” of business. This seminar will discuss the importance of demonstrating an aptitude for developing business in your law firm. We will discuss some of the following subjects: building client relationships, active listening, creating message triangles (elevator speeches). I will also invite senior members of the Bar to discuss their approaches to business development and what they are telling associates in their firms. Additionally, I will assist each student in developing an individual marketing plan (IMP) which seminar participants can use in their firms as summers or first year associates.

Meeting Information (Full Year 2022-23)

Dates: Wednesdays: 9/21, 10/19, 11/16, 1/18, 2/15 and 3/15

Time: 6:30-8:30 p.m.

Location: Professor Hirshon’s home (about one mile from the Law School)