BigLaw Embraces Salesmanship To Land Clients

Law360, New York (June 18, 2013, 8:14 PM EDT) -- It's a buyer's market for legal services, and BigLaw is tuning up the sales pitch by bringing on board more seasoned pros to school lawyers and clients in the mysterious art of selling.

The legal industry "is more attuned to knowing they have to go aggressively to market," said Steve Bell, chief client development officer at Womble Carlyle Sandridge & Rice LLP and one of the earliest entrants to the still-emerging firm sales force. "You can't survive in this world if you don't get out and...
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