We are continuing our conversation about today’s law schools, and whether the education should focus on more theoretical or practical considerations. Stated differently, what should law schools be teaching? Although I can understand both sides of this issue, and I genuinely believe a good law school education is invaluable, I believe that the more practical instruction an educational institution can provide, the better. Education has become so expensive that it is reasonable for students to expect to learn more practical skills when they are in school.
With that being said, I believe there is one practical skill that all law schools should teach, and to my knowledge, this skill is not specifically taught in any American law schools: how to sell—or, as it is referred to in the legal industry, “conduct business development.”
I realize this idea is appalling to law school professors, and probably to many law school deans as well. However, as someone who has worked in and studied the legal employment market across the country for well over 20 years, I can tell you unequivocally that the ability to bring in business is the single most important skill a lawyer in private practice can have. This assumes, of course, the lawyer is a good attorney. Being a good lawyer is “table stakes.” Someone who is not considered a good lawyer is not even a part of the conversation.
Knowing how to sell, or conduct business development, is the definition of what makes a rainmaker. As we covered in our previous articles, rainmakers are at the top of the law firm hierarchy. Rainmakers make the most money, have the most influence, and are generally in charge of most law firms. Moreover, if they feel they are being treated unfairly or if they believe a better opportunity exists elsewhere, rainmakers have the option to leave almost whenever they want. In other words, you want to be the rainmaker. And what makes a lawyer a rainmaker? She knows how to sell. She brings in business.
