Shifting The Law Firm Business Development Paradigm

Law360, New York ( March 31, 2016, 9:33 AM EDT) -- Somewhere along the path, BigLaw and AmLaw 200 attorneys lost the way. While attorneys recognize and appreciate that sophisticated substantive work requires a team effort, business development is still conducted in many firms as a solo act. But it doesn't have to be that way — regardless of how compensation systems reward business development results. In fact, the Final Four accounting firms realized long ago that a sales team — with different skill sets, personalities and knowledge bases — will always achieve better outcomes than a single professional trying to juggle billable work and non-chargeable sales efforts....

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