Connecting the Dots and Data to Capture New Business

White Paper

Intapp and The Legal Sales and Service Organization (LSSO) recently surveyed marketing and business development executives at midsize and large law firms to determine how they are approaching business development and “sales.” The results were illuminating: 90% of those surveyed reported that their firms utilize a decentralized marketing and business development model — an approach that largely disperses efforts and teams across an array of practice groups, industries, and client categories.

Survey results also revealed a divide in perceived ownership for strategic planning and execution; around a quarter of respondents reported feeling influential — but not responsible — for strategic planning, whereas the majority felt partially or mostly responsible.

Download the white paper to read the full results of this study.

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