Adapting to an Evolving Business Development Landscape Through Virtual Engagement

, Christine Clapp and Jonathan Fitzgarrald
Legal Marketing Association Southwest Region 2021 Annual Conference

The foundation of law firm business development pre-pandemic was built on in person interactions. Overnight, these types of interactions came to a screeching halt. What will the future of business development interaction look like in a hybrid environment? Given this reality, law firms must train their lawyers to thrive in this environment to create new client relationships and expand existing ones. Driving revenue growth in a post-pandemic world will require the ability for law firms and lawyers to be creative, engage clients both in person and virtually, and be forward-thinking regarding client business needs. Additionally, thinking outside the box of traditional business development vehicles will be key to success.

Learning objectives included:

  • Best practices in training attorneys listen to the voice of the client, provide a client experience, and being intentional when conducting virtual business development efforts.
  • Develop a strategic plan in coordination with attorneys to improve their technical virtual skills and storytelling abilities.
  • Execute virtual formats in the post-pandemic norm for engaging current and prospective clients.
  • Measure efforts by developing key performance indicators (KPIs) and share these with stakeholders for buy-in around future business development strategies.