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Pouring Resources Into Business Development and Coaching Provides Mixed Results

By Patrick Smith
July 01, 2020

The largest law firms are pouring substantial resources into business development training, cultivating leadership skills and professional coaching, according to a new report, and they're fielding teams of marketing professionals and lawyers to court and maintain clients.

But the report found that the efforts — and the results — have been uneven, especially when it comes to developing leadership and building effective client teams.

The study, conducted between July and November 2019 and featuring responses from 65 professional development leaders representing 40% of the Am Law 100, was led by Marcie Borgal Shunk, president and founder of legal consulting firm The Tilt Institute, and Silvia Coulter, principal at LawVision Group, both frequent contributors to Marketing the Law Firm.

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