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Small Firm Finds New Ways to Encourage Business Development
Patrick Lamb is an anomaly: an attorney who thinks like a client, perhaps because legal business development is one of his specialties. At 33-lawyer Butler Rubin Saltarelli & Boyd in Chicago, Lamb, as co-managing partner, saw an all-too-common imbalance: A small number of the partners were responsible for most of the financial success. So in order to enforce a marketing plan, Lamb convinced the partners to get tough. "We had used the carrot, and it didn't work," he says. "Now it was time for the stick."