which is greater: the firm or the individual?
by robert j. lees
and august j. aquila
creating the effective partnership
the lifeblood of any firm is its ability to bring in new, profitable clients or expand the work it does for its existing clients. so bringing in new business is an essential element of the successful firms we’ve studied.
of course, not all partners are effective operating in an environment where they have no pre-existing relationships, whereas some find it easy. the key for any firm is to use its resources where they will achieve the best return rather than expect everyone to be good at everything.
regardless of which environment they operate best in, every partner must bring in new profitable business that enables the firm to grow and develop – and, critically, provides security of tenure for the firm’s people.
but truly great firms also have partners who make a habit of three more behaviors:
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