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Easy in theory but difficult in practice: Why business development for lawyers is like losing weight

By Jeff Berardi, Chief Marketing Officer, K&L Gates

3 August 2012

Most people would agree that an effective way to lose weight is simply to eat less and exercise more. Yet, even though these clear methods are known to consistently achieve results, many individuals find it very difficult to keep their weight down.

In a similar fashion, lawyers are often aware of the basic rules they should follow in order to be effective business developers, yet many fail to take the necessary steps to ultimately be successful. What follows is an analysis of why business development may be easy in theory but difficult in practice for lawyers.

1. Many lawyers have trouble asking clients or contacts for their business

It can be awkward to ask our friends and colleagues for work – to close the deal, in other words. Lawyers may end up meeting a client for lunch on a number of occasions without ever explicitly asking for ...

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