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How Law Firms Are Overcoming New Business Development Challenges

By Julie Savarino
January 01, 2020

With the intense competition for new legal work, demands on lawyers' available time and the increasing discounts clients demand, it's getting harder for law firms operating under a billable-hour business model to support the consistent development of new legal work by investing in and maintaining a marketing department alone.

Lack of Time Is a Lawyer's Greatest Challenge

The vast majority of a lawyer's total available professional time is spent producing and delivering legal work to clients. All law firms' revenues are generated by firm lawyers and professionals producing, delivering, billing for and collecting on the legal work they do for clients. So most lawyers spend 80%-100% of their time fueling the lifeblood of the firm by generating billable hours and revenues. Due to these realities, once lawyers are done with their legal work and associated tasks, most are either exhausted or have numerous other professional and personal demands on their remaining available time.

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