The ability to generate and convert leads into business is a skill that modern firms must master, says Yuri Rapoport

Operating a modern legal practice requires considerable understanding of traditional business skills such as market research, advertising, public relations, and customer services. However, there are many legal practitioners who undertake this endeavour without any business training at all.

As a result, the business side of legal practice is something that lawyers often struggle with. No matter how much time and money they spend on self-promotion and client lunches, they fall at the last hurdle due to their inability and reluctance to engage in a “sales”-type role.

The reason is that legal practice was traditionally founded on academic acumen rather than business principles. Lawyers were taught to build...

Jean Yves


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