Business development predictions in a post-COVID world

Business development predictions in a post-COVID world

 

With the encouraging news that a vaccine for COVID-19 is probably just around the corner, my thoughts have turned to the world of legal business development (BD) and how this might have changed by next Spring and beyond. My predictions:

 

  • Most of us will continue WFH at least a couple of days a week. Management will want to utilise the firm’s expensive real estate, but push back from employees who want more time with their families and less time commuting will win over.


  • Travel associated with BD will be much reduced. Whether you are an lawyer getting on a plane to visit a client, prospect or just going to a networking event or conference, or a BD professional travelling around to the firm’s global offices, the pandemic has shown us that meetings don’t have to be face-to-face for things to get done.

     

  • The pandemic has shown us that those firms closest to their clients have won plaudits and more business. I predict a greater investment by firms in client listening and thought leadership initiatives to better understand and meet clients’ needs and to stay ahead of the competition. A lot of firms still don’t get this and are in danger of falling by the wayside.

     

  • Linked to the above, KAM (key account management) will gain greater acceptance among law firms. Effective CRM systems to track and manage relationships could finally get some traction, although there ha

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About the author:

Kevin Wheeler has been advising professional services firms on all aspects of marketing and business development for more than 30 years. As a consultant he helps firms to manage and grow their key clients as well as to win new ones. As a Meyler Campbell qualified coach he works with partners and those approaching partnership to improve their BD skills.