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US Tennis Open Upsets are a Lesson in Lawyer Business Development

By allan colman, www.closersgroup.com
September 18, 2009

US TENNIS OPEN UPSETS ARE A LESSON IN LAWYER BUSINESS DEVELOPMENTBecause it is the fourth and final stop on the Grand Slam tennis tour, the US Open is one of the nation's most watched tournaments. It also tends to be dominated by the best of the game. This year, however, many of the top seeds were upset. Sharapova, V. Williams, Roddick, Federrer were al knocked out of contention for the top prize.But these types of upsets don't just take place on the courts at Flushing Meadows – they also take place in the boardroom. More and more “name” law firms are losing business to small and mid-sized law firms that are coming on stronger and more aggressively with their marketing messages.As big business looks to cut costs, high-priced law firms don't seem as necessary. Businesses aren't looking to cover a large firm's overhead costs; instead, they are looking for high-quality legal services, and attorneys who are quick to respond to their needs and who are accessible to them.The more small and mid-sized firms recognize this oportunity – and hone their business development skills to better take advantage of it – the more successful they will be. With legal sales training, a strong marketing message and the drive to grow, smaller firms will be the ones staging an upset.

US TENNIS OPEN UPSETS ARE A LESSON IN LAWYER BUSINESS DEVELOPMENTBecause it is the fourth and final stop on the Grand Slam tennis tour, the US Open is one of the nation's most watched tournaments. It also tends to be dominated by the best of the game. This year, however, many of the top seeds were upset. Sharapova, V. Williams, Roddick, Federrer were al knocked out of contention for the top prize.But these types of upsets don't just take place on the courts at Flushing Meadows – they also take place in the boardroom. More and more “name” law firms are losing business to small and mid-sized law firms that are coming on stronger and more aggressively with their marketing messages.As big business looks to cut costs, high-priced law firms don't seem as necessary. Businesses aren't looking to cover a large firm's overhead costs; instead, they are looking for high-quality legal services, and attorneys who are quick to respond to their needs and who are accessible to them.The more small and mid-sized firms recognize this oportunity – and hone their business development skills to better take advantage of it – the more successful they will be. With legal sales training, a strong marketing message and the drive to grow, smaller firms will be the ones staging an upset.

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