September 25, 2018 Practice Management

Motivating Lawyers to Commit to Business Development

By Kimberly Alford Rice

A previous version of this article appeared in Marketing the Law Firm, an ALM/Law Journal Newsletters publication, May 2018.

Why are some lawyers successful in generating a healthy client base while others struggle? In my years of working with and for law firms, first as an in-house chief marketing officer and since 2008 as a business owner of a legal marketing advisory firm, I have searched for the proverbial carrot that will motivate and propel lawyer clients to accept the fact that they must take consistent, persistent, massive amounts of action over a prolonged period of time if they want to build a prosperous business.

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