Another Weapon In The Midsize Firm Arsenal
www.law360.com
Law360, New York (April 09, 2010) -- Since the downturn of late 2008, much has been written about unprecedented advantages for midsize law firms. The commentary has justifiably focused on the cost-efficiencies as well as the more personalized attention they ostensibly provide clients. Midsize firms are hoping that clients, having sampled the benefits, will continue to feel more secure about retaining them once the economy improves. There are two missing links in this equation.
First is marketing: how to deliver the message to clients while they still feel need for the benefits midsize firms provide. Second is business development: how to strike while the proverbial iron is hot. Put another way, how can midsize law firms become veritable selling machines with each lawyer — associates and partners — empowered to originate, develop and close new business?
The good news: Midsize firms enjoy salient advantages on the marketing and business development fronts as well.
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"Another Weapon In The Midsize Firm Arsenal"
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