Reprinted with permission from the November 2016 issue of Marketing the Law Firm. © 2016 ALM Media Properties, LLC. All rights reserved. Further duplication without permission is prohibited; contact 877/257-3382 or firstname.lastname@example.org.
Although a handful of law firms have hired nonlawyer sales teams, most still rely on individual attorneys or practice groups to generate new client matters (i.e., to sell), even though the majority of them have never received business development training.