Law firm cost-cutting is only half the equation. It must be combined with creating a real sales force. Otherwise, it's a Band-Aid.
Marketing (lead-generation) cannot work without Sales (lead-conversion). Investing in one without the other guarantees expensive failure.
Law is now a buyer's market. Treat your practice like a startup, and apply these disciplines to assure you generate the revenue you need.
The Law Dept. is only one department. Limiting your relationship to them is as short-sighted as focusing solely on Finance or Engineering.
Good news: When it comes to rainmaking, lawyers are part-time rainmaking apprentices competing against other part-time rainmaking apprentices.
Waiting for someone to provide business development training for you? Buy it yourself. You can get good at business development, or at waiting.
You'll get good at business development the same way you got good at lawyering. Instead, call it "lawyer business development practice."
What is the difference between “business development” and “sales,” and does it matter? Lawyers routinely use these terms interchangeably, but shouldn't.
Even the most successful startups, i.e., those that look like overnight sensations, go through massive chaos first.
Here are the particulars of a reliable business development planning process.
For Fortune 500-level GCs, the legal staffing “make vs. buy” decision seems to be shifting toward “make” for the most basic of reasons: ”Buy” is no longer economic.
If you can't get people to pay attention to your product or service because it's noteworthy, you'll have to spend a lot of money on advertising.