Asked and Answered
By John W. Olmstead, MBA, Ph.D, CMC
Q. Our firm is a twenty two lawyer insurance defense firm in Seattle. Over the years we have told our associates that they were hired to work on firm business and there was no requirement for them to develop or bring in client business. In fact we specifically asked them not to bring in business. Now we are rethinking that policy. Many of our equity partners are retiring and we are finding we have a group of grinders - with very few minders or finders capable of either retaining existing clients or bringing in new clients. What are your thoughts?