Room for improvement
According to a recent survey, lawyers have a lot to learn from other professionals when it comes to winning new clients. Kevin Walker reports
According to law firms the biggest barrier to success in new client acquisition is their lack of process and discipline. This is one key finding from The PACE Partnership’s Healthcheck – a recent benchmarking exercise into how professional services firms manage the task of creating new clients. As a profession, law firms did not perform well in this area of practice management. Additionally, lawyers rated themselves lowest, or equal lowest, in no less than six of the 10 core aspects of new business development practice examined.
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