BigLaw Pitchmen May Find Own Firms Are Toughest Sell

Law360, Chicago (June 10, 2015, 10:02 PM EDT) -- Business development officers have become common law firm figures in the post-recession landscape, but they are well aware that law firms — many of which still treat “sales” as a dirty word — will never be sales-driven organizations.

“If your professional title includes every known word that references new business development — except the word sales — then you might be in legal sales,” joked David Burkhardt, client service director at Wyrick Robbins Yates & Ponton LLP.

Burkhardt moderated a panel Tuesday at the Legal Sales and Service Organization Inc.’s 12th annual RainDance Conference in Chicago, where law firm BD officers...

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