This book is about incorporating the Sales function within a law firm's business development efforts. It addresses both the strategic side of how to plan and implement a sales process as well as the tactical aspects of pursuing a new client or expanding business within a firm's current client base, cross selling. Current economic and business trends are changing the landscape on how legal services are purchased by companies and this book addresses these trends and how to deal with them. Business Development is comprised of three elements; marketing, sales and client service. This book...