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Editor’s Note: This story is adapted from ALM’s Mid-Market Report. For more business of law coverage exclusively geared toward midsize firms, sign up for a free trial subscription to ALM’s new weekly newsletter, The Mid-Market Report.

At a time when law firms are increasingly looking for new revenue streams in a low-demand market, doing work on behalf and in front of government entities can prove both a lucrative and steady source of income. The trick, however, is getting that work in the first place—and understanding what it takes to hold on to it.

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Zack Needles

Zack Needles is Global Managing Editor, Regional Brands at ALM. He is also the Managing Editor of The Legal Intelligencer, Pennsylvania Law Weekly, Delaware Business Court Insider and Delaware Law Weekly. Contact him at 215-557-2373 or [email protected] On Twitter: @ZackNeedlesTLI.

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