What excites you about working with lawyers and law firms?

I enjoy watching lawyers apply what we teach them to change their career paths. It’s gratifying to see them build the practices they want and become leaders of their firms.

What advice would you give to an associate who’s about to make partner?

Don’t just bill hours; instead develop both internal and external relationships. Don’t just look for work in your practice area, collaborate with clients and colleagues by learning about a particular industry and your
client’s business.

Give an example of someone whose career path you changed.

A lawyer in his early 40s told me, “I don’t do business development. I have no idea how to go about it.” His initial goal was to land just one public company client. After the training and implementation of our business development process, not only did he land that client, but within three years he was leading a practice group in his firm. This experience completely changed his career path and his life.