UK firms are "shying away" from BD, says NatWest

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  • You have to marvel at the lack of commercial awareness when you receive cold calls from law firm partners. It's a little like, in dating terms, being asked "Do you come here often, Love?". Well, did the said Partners really expect the response to that question to be anything other than Gordon Ramsayesque! Foxtrot over and out.

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  • Previous comment made me chuckle!
    Many lawyers have blocks about business development and making time for it can be a challenge because of fee earning and focus on the short term.
    Not only do lawyers and firms need to focus more on BD which creates tomorrow's equity and pays tomorrow's salaries, there is a real need to educate re the importance of differentiation vs other lawyers and law firms. 'I am a lawyer' is too generic. People buy benefits (emotional) and lawyers think features. (logic)

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  • Funny and sad! You are absolutely right Rachel. Many law firm Partners seem to think that good marketing is telling existing and possible clients that they know a lot about rhe law and that theirs is a great law firm. Oh ok then, so where are the bad law firms and the lawyers who know nothing about the law? Exactly. Differentiation is about genuine USPs. Did you learn about my business, my preferences, just how good is your IT dept, what resources will you let me share, will you admit when you don't have a genuine specialism and stop trying to have a go at my expense? Rachel you are spot on though - above all people buy with emotion and justify with logic. So the ultimate question is - do I like you.......... social skills?????

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