My colleague Shari Robinson and I met for coffee recently and, inevitably, we spent some time talking shop about client and business development efforts in law firms. Shari always brings a pragmatic and enthusiastic perspective to the discussion, drawing upon her sales background and time at one of the Big Four accounting firms. We got to talking about the importance of having a client-centric strategy, what that really means and what kind of resources are required to successfully execute.
We know through our experience that there is value in having a rigorous and standardized approach supporting a firm’s client relationships, . . . [more]