So much time and money is invested these days in helping lawyers to bring in new business. Much of the training and development involved brings about great results for law firms, when it is taken on board by fee earners. However it is the ‘when taken on board’ part of this statement that poses the biggest challenge to many firms.
A business development initiative in a law firm is inevitably part of a wider strategy. It may focus on increasing fee income and/or profitability. It might be to help a firm break into a new market. It may even be to maintain the status quo in difficult times. But how can law firms ensure such training helps to achieve the targets they have set themselves?
