Marketing
Jun. 9, 2009
Nurturing Prospective Clients Will Pay Off Later
If you're going to generate new legal business, the first step is to establish a qualified lead - a prospective client who fits within the parameters of the services you provide, writes Sharon Berman.
In today's law firm lexicon, the terms "marketing," "business development" and, to a certain extent, "sales" are entrenched. But an aversion to the use of "lead" and "lead generation" regarding a law firm's business development still exists because of the perception that such terms are the calling card of a salesperson...
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