How law firms are adapting their approach to sales
The legal profession has faced unprecedented change in recent years, with the result that legal services models are undergoing radical transformation. But how far has that impacted sales and client management models in the legal profession? And what further change might be needed to ensure client management continues to support law firm growth?
In this research report, 'Client development and account management in law firms – how law firms have adapted their model for sales and client management’, Kate Fleming, Director at Milburn O’Brien, identifies and explores the changes law firms have made to their business models to become more client-centric.
Based on extensive interviews with law firms, buyers of legal services and suppliers to the legal market, she assesses client management in the context of both organisational structure and lawyer behaviour. She also seeks to discover what law firms need to do next to truly organise their businesses around clients.