Developing a pipeline

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:

•
your lawyers' understanding of their business
•
the firm’s reputation
•
the fee proposal
•
chemistry with the team they met

Spotting targets with the highest potential to become

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