This is the latest in a monthly series of The Marketing Department, where Legal Marketing Association members get candid about growing your practice and raising your profile. Check back in the months ahead for the latest developments in PR/communications, business development, client relations, technology and other areas.

As law firm business development professionals, we spend a lot of time talking with the attorneys we support about how to grow their business with specific clients. Why so much time on this topic? As the adage goes, 80% of one’s business comes from just 20% of one’s clients. Therefore, time spent thinking about and planning how to grow business with a small selection of critical clients is time well spent. This article summarizes key steps in the client development process.

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