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New Ways of Navigating Today’s Legal Market

Savvy law firm leaders can define new ways of navigating today’s legal market by drawing on a combination of proven tactics and innovative best practices including:

  1. Systematic client feedback every 18–24 months
     
  2. Quarterly in-person meetings with each attorney’s top 5 clients
     
  3. Client-specific profiles on the firm intranet, replete with preferences from communication-style to level of detail included in invoices
     
  4. Brief, relevant highlights of anticipated changes and how they impact your clients distributed online, by email or social media
     
  5. Draft invoices to share with clients before submitting them for payment
     
  6. Targeting precise areas of growth within your practice (e.g., Securities Litigation with Energy companies or opportunistic mergers in the Telecom industry — read BTI’s Litigation Outlook 2011 and BTI’s Premium Practices Forecast 2011 for more ideas) 
     
  7. Monthly and event-driven client team meetings to discuss changes in client’s goals, objectives and business needs and identify at least one specific growth opportunity
©2021 The BTI Consulting Group Wellesley, MANational Law Review, Volume I, Number 87
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About this Author

Marcie L. Borgal Shunk, Lead Analyst, BTI Consulting
Principal

Marcie Borgal Shunk is a Principal with BTI and also serves as BTI’s Lead Analyst. Ms. Shunk brings more than 10 years of experience of strategic analysis and all aspects of client relationships at professional services firms.

Ms. Shunk drives BTI’s analytical strategies to uncover the most compelling insights from BTI’s proprietary research with more than 6,000 key individuals who acquire and manage professional services. Ms. Shunk’s research includes an in-depth analysis of more than 2,500 interviews with key clients, including nearly 1,700 corporate counsel at Fortune 1000...

617-439-0333
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