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Tag: Business Development

  • What is marketing and business development?

    Unlike the sales cycle for consumer products, purchasers of legal services often have a higher level of involvement and the process is longer. Luckily we do have a fairly clear map. The map includes three disciplines – marketing, business development and client development. These three disciplines are separate, yet inter-dependent in the sales cycle. The slide deck below explains the difference.…

  • How general counsel evaluates law firms

    The joint 2009 price tag on outside legal services for three large corporations is enough to run a small country—Office Depot: 12 million (excluding an SEC action); Wal-Mart: 315 million;BJ’s Wholesale Club: 9 million. These numbers represent significant revenue for the hundreds of law firms that serve them, so it was no surprise that the general…

  • The business side of social networking

    Social networking can boost business development efforts. But first you must educate the members of your organization about appropriate usage, rules for professional conduct in digital communications, and how to avoid client conflicts. Where are we today? A lot of lawyers are still on the ledge about the “safety” of social networking. For lawyers on the ledge,…