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Do your lawyers underestimate the value of client development skills?

By Jeffrey J. Berardi, Chief Marketing Officer, K&L Gates

15 March 2013

I am continually amazed when hearing about law firm partners who willingly spend weeks or months preparing for a trial or deal closing yet, when faced with a significant pitch opportunity to develop business with an existing client, they go into the presentation without adequate advance preparation. Usually, that lack of preparation shows in the final results, with sophisticated clients choosing those law firms that have put in substantial effort to clearly demonstrate why they should be selected over others.

Unfortunately, this is a lesson that is often learned the hard way for those lawyers who were not as prepared as they should have been. To reduce these instances as much as possible, our firm has developed an internal professional development programme to help provide lawyers with tangible research and presentation skills and build durable client relationships for the future.

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