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Coming into 2010, it has become clear that, for law firms, not only is electronic billing here to stay, but adoption by corporate clients will continue to accelerate.
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In response to increased pressure, administrative leaders are seeking out ways to measure the performance of administrative functions ' to justify the function's staffing and costs and to demonstrate the group's value to firm leadership. The drive for performance measurement programs in law firms entails a shift toward careful assessment and analysis of the overall performance of various law firm administrative functions and their respective value to the firm.
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Here is the rest of "The Best of MLF 2009," from July through December.
Features
In the midst of the ongoing health care reform debate, Congress was able to unanimously agree on retroactively extending the Federal 65% COBRA health care premium subsidy for workers involuntarily separated.
Every so often, in a particular area of a professional practice, somebody gets the bright idea to give samples ' to give a half hour of free advice as a way to entice a prospective client to ask for more. Two questions arise. Is it ethical? Is it good marketing? The unqualified answer to both is ' it depends.
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.
2010 RED ZONE LEGAL SALES LEADERSHIP During the past few years, I have been pushing our firm's clients to clearly define their business development training objectives. They all fall into 4 categories that enhance legal sales: * Revenue Growth * Brand Recognition * Enhanced Visibility * Profitability. A forward thinking lawyer marketing program develps tactics which combine all four objectives. See our series of blogs which detail the most successful business development consultant tools at www.closersgroup.com/blog/.…
