In today’s hypercompetitive legal marketplace, the need to leverage information is at an all-time high. It’s no longer sufficient to rely solely on law school, a golf club or other social affiliations to get new business. While relationships are still key to opening doors, winning the work requires more.
In preparation for a client pitch, lawyers traditionally walked down halls and asked if anyone knew someone at the company in question. With the advent of e-mail, the “all-lawyer” e-mail blast has become commonplace. But are you truly leveraging your firm’s relationship capital? Given the glut of e-mails, it’s likely some lawyers will miss the e-mail or not respond.
