Business development has become more challenging now that attorneys must navigate the latest research software tools, master social networking interfaces, integrate face time with clients and prospects and juggle a legal practice. The lawyer who overlooks the valuable business development resources of the firm’s marketing and library professionals misses an opportunity to make a unique impression on a prospective client. There are four steps to successful business development in a law firm environment : building a network; integrating vertical structure; personal development; and research.
Building a network . Building a network is the most fundamental step in the business development process. Toward this end, attorneys may work with marketing and library staff to investigate organizations worthy of a time investment. For maximum efficacy, an attorney’s interests, practice area and strategy for penetrating the organization should be considered.
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