Research over the past four years is showing a slow-moving upward trend of law firms hiring professional salespeople. This trend spans all sizes of firms, from small to global. The backgrounds of these professionals varies; primarily, they come to firms from a solid background of success in the sales world, many having worked against assigned quotas and on partial commission.
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Our industry most likely will surpass the record 70 mergers reached in 2008. With theinflux of laterals, legal marketers can play an integral role in the new attorneys' success.
Every touch point a client has with a firm, including support staff, can contribute meaningfully to client satisfaction ' or dissatisfaction.
Should law firms hire professional sales people?
When law-firm leaders create or modify a firm's strategic goals, they typically do not spend enough time thinking through the ways in which they may have to change the culture if the strategy is to succeed.
Even enlightened leaders often find it hard to get rank-and-file partners to align their individual near-term behaviors with the leaders' long-term strategic vision.
