Developing a pipeline

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It is important that law firms understand what a pipeline of new clients and new business is and how to develop a pipeline.

The need for a pipeline

Winning new clients and new business is the culmination of your business development (BD) and marketing efforts. New clients will attribute their decision to instruct you to a variety of factors, eg:

  1. •

    your lawyers' understanding of their business

  2. •

    the firm’s reputation

  3. •

    the fee proposal and perception of price vs value

  4. •

    chemistry with the team they met

Spotting targets with the highest...

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