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Law Firm Management Law Firm Marketing and Business Development

Sales Speak: The Reason Companies Aren’t Buying Is How Lawyers Are Selling

Conventional business development methods ignore an important part of the legal services selling process: the legal services buying process.


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Two companies have the same legal need. Both companies end up speaking to the same lawyer, although they came to that lawyer through two different paths. In the first situation, the company searches for the lawyer to solve its problem. It does an Internet search, finds the lawyer and retains her almost immediately to solve the problem.

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