December 01, 2017 Practice Management

Engaging Lawyers in a Follow-Up Initiative: A Case Study

By Cynthia Sharp

Reprinted with permission from the March 2017 issue of Marketing the Law Firm. © 2017 ALM Media Properties, LLC. Further duplication without permission is prohibited. All rights reserved.

Logan Patterson, a seasoned legal marketer with 20 years of experience in the field, was recently hired as chief marketing officer (CMO) of Milton Folkenflik & Gallant, a medium-size law firm. He finds that a small group of elite rainmakers generates the lion’s share of the firm’s revenue and shares leadership’s concern about the long-term sustainability of certain practice areas because many of the rainmakers are quickly approaching retirement age.

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