In an increasingly competitive legal services market, where clients are less loyal to their law firms and law firms are competing for business, there is a growing need for law firms to be systematic and disciplined in their approach to business development.
The Management Side of Sales Pursuits
In an increasingly competitive legal services market, where clients are less loyal to their law firms and law firms are competing for business, there is a growing need for law firms to be systematic and disciplined in their approach to business development. Marketing departments are increasingly retooling themselves with client service, business development and sales functions. Attorneys, marketing and sales staff need to work increasingly closely as a team taking on non-traditional roles to ensure continuity in pursuit of business from first contact through the pitching and closing of business.
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