Given increased competition and shrinking demand for services, only the firms that adopt new approaches to originating business will thrive. One promising yet rarely used strategy is to proactively support women to generate new business. Currently, female partners are credited with originations at only 50 percent of the numbers men report. Furthermore, only 16 percent of firms have two or more women on the top 10 rainmaker list. This webinar, grounded in the latest research, will help identify the strengths women bring as rainmakers, as well as the challenges they may face. With a focus on not only what to do but on how to do it, leaders will leave with actionable next steps (and a white paper documenting these) they can take to unleash the latent business generation power women can deliver.


  • Identify the reasons the origination gap exists.?

  • Define the benefits the firm will enjoy when the gap is closed.?

  • Review a menu of prescriptive recommendations offered. ?

  • Discuss appropriate metrics to track accountability.?

  • Apply change management principles to engage stakeholders and stage successful implementation. 

Carol Frohlinger, JD, is the President of Negotiating Women, Inc., an advisory firm committed to helping organizations to advance talented women into leadership positions and coauthor of Her Place at the Table: A Woman’s Guide to Negotiating Five Key Challenges to Leadership Success. Her current research is focused on the systemic issues that women in law firms must negotiate to succeed, particularly those related to business development.


This Program is worth one hour of credit in:

CLM App Management Category-Functional Specialist: Legal Industry/Business Management

CLM Recertification Credit: 1 hour in the subject area of Legal Industry/Business Management (LI)

California MCLE Language: Law Practice Management

MCLE/Other States: Credit may be available in other states but cannot be guaranteed. In all states, accreditation is dependent on individual state guidelines and filing regulations.

Seminar Information
Date Presented:
April 06, 2017 3:00 PM Eastern
1 hour
Registration Fee:
Building Revenue: Unleashing the Power of Women to Develop Business
Individual topic purchase: Selected
Association of Legal Administrators
CLMSM Recertification Credit: 1.00
For other credit opportunities, please check the program description or email
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On-Demand (Recording)
ALA Member Price:$109.00
Non-Member Price:$109.00