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The Power of One

By Marcie L. Borgal
June 29, 2006

Landmark research reveals that having a single individual accountable for firm-wide client service boosts profits per attorney by up to 41.2%. This article discusses the critical success factors that drive this exceptional ROI ' and learn how to define this role at your firm to deliver measurable results with lasting impact.

The BTI Consulting Group performed a comprehensive analysis of how over 160 distinct, yet interrelated, marketing activities impact firm revenue, profitability and growth. This research, based on more than 140 interviews with Chief Marketing Officers, Managing Partners, Directors of Business Development and other marketing executives, definitively identified the marketing practices that deliver the best returns. Of these, the practice of having a single individual accountable for firm-wide client service stands out as the single most powerful driver behind higher profits per attorney.

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