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Message: Hi, I thought you might be interested in this article I found. How One Law Firm Created a Culture of Sales Success Have you ever wondered why some firms struggle just to get by during an economic downturn while others flourish? One of my clients, Phil, was promoted to Managing Director of a medium size firm in South Florida a little more than a year ago. His firm was heavily into representing condominium associations and real estate transactional work. Phil was the only “business law guy” (his description) in the firm so it was a bit of a shock to the team when the management committee selected him to become the top dog. To make matters worse, the firm was decimated by the loss of several senior partners when two former shareholders basically raided the firm and took the “top talent” with them. Two members of the five member management committee were also calling it quits – one went to work for a client and the other thought he could do better on his own. The firm seemed destined to be absorbed by another, larger law firm. Phil’s partners agreed to give him a year to turn the place around or they would also bail out. So Phil earned this promotion just over a year ago, and his task was clear: Shift the focus of the firm from a real estate shop to a business-focused firm as quickly as possible. (For those of you who have been living under a rock, real estate in South Florida is deader than Elvis). Phil was left with a core team of associates who had little business transaction experience and a few paralegals who had worked exclusively on real estate management and transaction issues. Fourteen months later, Phil’s firm has doubled its billings. At a recent gathering of my clients, I asked him to give a presentation to the group and talk about how he did it. Here are his Million-Dollar secrets: Link: http://www.rainmakerlawyer.com/site/permalink/how_one_law_firm_created_a_culture_of_sales_success/