'Most firms are probably clueless' about biz dev

Bruce MacEwen of Adam Smith, Esq. examines a reader's letter that poses an interesting question about business development for law firms. The reader writes:

"Has anyone analyzed empirically what the leading indicators of sales are for AmLaw 200 law firms? Do the indicators include ads in the trade press? Fancy dinners with potential clients? Rounds of golf with potential clients? Publishing articles in legal or trade journals? Giving speeches? Winning jury trials? Closing big deals?

"It strikes me that law firms have very little idea of what business development activities they really want to encourage among their lawyers and so take a scattershot approach to the effort.

"Has anyone thought intelligently about this?"

MacEwen says this is a fascinating question, one demanding he don his law firm marketing hat for the second time in a week. He writes:

"My immediate response is:  Most firms are probably clueless about this."

Read on.

Posted by John Bringardner on March 10, 2006 at 03:37 PM | Permalink | Comments (0) | TrackBack (0)

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