Client Development Strategies for Law Firms is an authoritative, insider's perspective on the best practices for successful law firm marketing and client retention strategies. Featuring managing partners and chief marketing officers, these experts guide the reader through the process of attaining and building relationships with clients. From developing new prospects and growing customer loyalty to establishing profitability benchmarks and identifying key accounts, these authors explain all aspects of the business development process and highlight the distinct challenges of marketing this unique type of professional service. Additionally, these leaders reveal their advice for structuring client service teams, educating attorneys on their role in the development process, and emphasizing strong practice areas and specialties to differentiate one's firm from the rest. The different niches represented and the breadth of perspectives presented enable readers to get inside some of the great minds of today, as these experts identify what it takes to continually grow one's client base in the legal services industry.
Inside the Minds provides readers with proven business intelligence from C-Level executives (Chairman, CEO, CFO, CMO, Partner) from the world's most respected companies nationwide, rather than third-party accounts from unknown authors and analysts. Each chapter is comparable to an essay/thought leadership piece and is a future-oriented look at where an industry, profession, or topic is headed and the most important issues for the future. Through an exhaustive selection process, each author was hand-picked by the Inside the Minds editorial board to author a chapter for this book.
Chapters Include:
1. Linda L. Fleming, Director, Practice Development, Buchanan Ingersoll & Rooney and Kim A. Perret, Director, Marketing & Business Development, Hunton & Williams LLP - "The Client Service Team Approach to Business Development"
2. Jeffrey J. Berardi, CMO, K&L Gates - "Strengthen Your Core: Maintain an Inward Focus to Achieve External Results"
3. Eric L. Garner, Managing Partner, Best Best & Krieger LLP - "Developing Clients Through Passion for Practice"
4. Catherine C. Bishop, CMO, Blank Rome LLP - "Building a Client Development Road Map"
5. Tim Mullane, CMO, McGuireWoods - "Law Firm Marketing: Focus, Implement, Monitor, and Manage"
6. Ellen Taverner, CMO, Cooley Godward Kronish LLP - "Marketing Legal Services in the Hyper-Competitive 21st Century"
7. Bruce Alltop, CMO, Mintz, Levin, Cohn, Ferris, Glovsky and Popeo PC - "A Holistic Approach to Client Development"
