That's when the call out of the blue comes to submit a sole source proposal to handle the biggest and best thing you can imagine. Successful lawyers find a way to rearrange their schedules and respond to the opportunity. But just knowing them isn't enough. And the truth is, as much as we would like to cast them as unseemly snake oil pitches, sales fundamentals do apply to legal services. It just takes a little thought to do the translating.
Age has little to do with a person's attitude about professional development.
There are some very young, inventive, aggressive senior lawyers. There are also some lawyers barely off their skateboards sitting around waiting for the world they think is owed them and their newly framed sheepskin. Clients tell you what they need. They know what they want. To a lawyer, building the new skills and sensibilities necessary for successful business development can be daunting.