Best Practice Tips: Business Development for New Associate Attorneys
Asked and Answered
By John W. Olmstead, MBA, Ph.D, CMC
Q. I am a partner in a 14-attorney firm in Denver. We have six equity partners and eight associate attorneys in the firm. Our practice is limited to health care law. We represent many local hospitals. Our associates range from those who have been with the firm less than one year to those who have been with the firm for over 15. None of our associates have developed business development skills and none of them have ever brought in a single client. Most would be unable to retain existing clients if the partners left the firm. This is in part our fault. When we hired them, we told them that we had plenty of client work and their mission was to bill hours and service our clients. However, as we the partners age and consider the future of the firm, we are beginning to realize that this was a mistake. How can we turn this around?
The advance registration deadline for the 2017 Midyear Meeting, which will be held Dec. 7– 9 at the Palmer House Hilton in Chicago, is this Friday, Dec. 1.
Practical information to help your client. Health care fraud costs taxpayers billions of dollars each year and range from Medicaid fraud and insurance fraud to drug fraud and kickbacks. Don’t miss this live webcast on December 6 that offers an in-depth discussion on the current state of health care fraud cases and how you can help your clients (regardless of which side of the case you represent). Health care lawyers, government attorneys, civil litigators, and attorneys representing health systems, hospitals, physician groups, and health care providers with intermediate practice experience who attend this online seminar will better understand: enforcement trends; health care fraud case progression; how to mitigate health care fraud issues; and the pet peeves of government and defense attorneys involved in health care fraud cases.
The ISBA Springfield and Chicago offices will be closed for Thanksgiving beginning 2 p.m. on Wednesday, Nov. 22. The offices will resume normal business hours on Monday, Nov. 27.