培养新客户的风险更大,部分原因是它需要耗费同样多的时间和精力,但这些付出是不计费的,除非一位新客户愿意签约。所以说,如果一位初级合伙人竭尽全力构造和培育一个强大的外部网络,他(她)“在短期内的工作效率和盈利能力很可能面临下降风险。”
Even so, for women, rainmaking is often the only option, for reasons that are familiar by now. Most senior partners, and their clients, are still white males who, left to their own devices, usually take other white males under their wing and groom them as successors.
即便如此,出于众所周知的理由,培养新客户往往是女性唯一的选择。大多数高级合伙人和他们的客户依然是白人男性。如果让这些人自主行事,他们往往会庇护其他白人男性,并将其培养成自己的接班人。
"It's not a conscious decision based on discrimination," Briscoe says. Rather, he says, it's a question of what sociologists call homophily, or "a matter of people's 'comfort zones,' where we tend to gravitate toward people who are more like us, or who remind us of our younger selves."
“这并非一种故意歧视女性的决定,”布里斯科说。相反,这是一个被社会学家称为同质性的问题,“事关人们的‘舒适区’(comfort zone)”,他说。这种理论认为,我们往往会被更像自己的人吸引,或是让你想起年轻时的自己的人。
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