With competition increasing and clients expecting higher capabilities, efficiency and control of spend, the best possible pitch is more essential than ever for law firms. That “perfect pitch,” says Jim Jarrell, business development and marketing consultant at New York’s Davis & Gilbert, is all about identifying a client’s need, articulating the capability to address that need and differentiating the firm from everyone else in the marketplace.
Legal analytics tools, he says, are helping firms address the right needs and stand out from the competition. “I counsel the attorneys I work with to do more strategic research on the target first, using research analytics tools, to really dig into their legal issues, and then tailor their pitch,” he explains.
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