Business Development: A Practical Handbook for Lawyers
Second Edition
Stephen Revell
editor
Norman K. Clark
Lisa M. Walker Johnson
contributing authors
Globe Law and Business (2020)
The second edition of Business Development: A Practical Handbook for Lawyers revisits the theory, tools and skills needed to implement effective business development in law firms today. Content covers the practical elements – such as what the perfect pitch looks like – as well as the strategic elements, including the variety of structures and approaches to business development at law firms of all sizes.
New chapters focus on technology and digital presence, as well as key client relationship management and the importance of emotional intelligence in successful business development and client retention. Listening to clients is also a key factor in business development, but how often do we really do so? In this edition, client interviews remain an important feature, and we also hear from 10 new general counsels on what successful business development looks like to them.
The book includes two chapters by Walker Clark principals:
“Marketing or Business Development: Critical Decisions for Law Firms of the Future” by Norman Clark
“Emotional Competence in a Changing Legal Services Industry: Skills for Business Development and Client Retention” by Lisa M. Walker Johnson
Business Development: A Practical Handbook for Lawyers is a one stop-shop on business development for law firms, marketing teams and individual lawyers.
Available from Globe Law and Business