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BUSINESS DEVELOPMENT REQUIRES AN UNDERSTANDING OF BUSINESSJ

Relationships lead to successful legal sales. The annual 2009 Inside Counsel Survey on Legal Department Operations builds on the importance of understanding business. The survey found that the top three attributes that in-house counsel find most important to managing their departments are business acumen, legal department knowledge and financial acumen.

Relationship building and gaining an understanding of a client or prospect's business are areas of law selling that aren't often fully explored. However they are key elements of the business development training workshops and seminars presented by the Closers Group.

Good fences might make good neighbors, but business development success takes forging strong relationships — and developing a keen understanding of business.