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Midsize Firms Seek Former Large-Firm Clients
Being one of a client's go-to law firms used to be a pretty secure situation. But gone are the days of lifelong client loyalties. In fact, disloyalty is increasingly the norm according to the BTI Consulting Group's latest survey of clients ' a situation that creates challenges and opportunities for savvy firms.
BTI principal Marcie Borgal Shunk presented the consulting group's findings to the Delaware Valley Law Firm Marketing Group ('DVLFMG') at a recent meeting. BTI's data were compiled from a survey of 250 corporate clients with revenues of $1 billion or more, she said.
According to Shunk, BTI data show that in 2006, 61.1% of corporate clients reported they had fired one of their primary law firms in the last 18 months ' up from 53.7% in 2005. Considering that the same clients report they use only two 'primary' firms ' a finding that has remained consistent since 2001 ' the statistic seems worth noting.
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