Growth in 2018 won’t come from an increased demand for legal services, writes David Lat in Biglaw Business Development: 5 Insights From Chief Marketing Officers. That leaves two options for lawyers and firms hoping to increase revenues in the coming year: land new clients, and get more business from existing clients. And that’s why you need to read the practical advice Lat gleaned at a recent BigLaw Chief Marketing Officer panel:
… for most lawyers and law firms, even partners and even Am Law 100 firms, clients increasingly want and expect industry expertise. So figure out what you excel at (as a lawyer and as a firm), emphasize those strengths (in practice areas and in industries), and de-emphasize the rest.
Lat’s post isn’t only for BigLaw, however. The insight he shares will benefit all lawyers seeking to enhance their relationships with and grow their business from people who know and trust them. Read it and you’ll agree.
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