Business Development Trends Across Firm Demographics (2018)

Unlike other research examining global averages, this survey of nearly 100 North American firms examined which revenue generation strategies are most effective for specific firm sizes, lawyer seniority cohorts, industry groups, and practice areas.

• The differences in effective business development strategies for senior associates, junior partners and senior partners.
• The most effective revenue generation techniques for boutique, small, medium and large firms.
• Which marketing initiatives are a waste of money and which yield a high ROI.
• The most effective type and frequency of coaching for the different types of lawyers within your firm.
• Which practice areas and industry groups are the most effective revenue-generators, and the client development techniques that work best for each one.

Authored by Olivia Watson & David Ackert