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<b><i>Sales Speak:</i></b> What's Missing in Law Firm Business Development?
For the past decade, business development training and coaching have been considered the standard for growing more firm business. Those who have benefited are primarily senior associates and newer partners. And certainly there have been multiple examples of real success. But with competition growing, clients terminating long-term relationships and the inability of firms to keep up with technology and market place changes, business development training and coaching have become mainly a palliative measure, ignoring the primary problem:
' the absence of leadership that will overcome what you are missing in the marketplace.
“Palliative” is defined as “relieving pain or alleviating a problem without dealing with the underlying cause.” The way to overcome the underlying cause for these and other business growth issues is to shift from the traditional business development training and coaching currently in vogue to placing more emphasis on “critical improvement areas.” To accomplish this means transforming the firm's leadership (Executive Committee, Marketing Committee, Practice Group Leaders, Partners-in-Charge of offices, etc.) in order to transform your business growth.
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