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The Shift: Clients Call The Shots On Geographic Expansion

If you build it… they better come. That's been law firms' mantra for opening new offices for quite a while.

Real estate is a hefty expense, and legal industry history is rife with examples of firms that found themselves in a weakened financial position after taking on too much overhead. Learning from those cautionary tales, firm leaders would say they wanted to expand geographically only when it was sure to be accretive for the business. No more "growth for growth's sake."