Exhibit 10 Defining the Ideal Client: Using Prizm
| Library | Building Rainmakers: The Definitive Guide to Business Development for Lawyers (ABA) (2016 Ed.) |
By Veronica J. Williams, Director of Marketing & Client Development, Downs Rachlin Martin
In determining the ideal client for our general practice firm here's the process I went through:
I interviewed nearly half of our attorneys to identify the buyer type they are trying to target (I couldn't do it by industry/employees/revenue because we are a general practice firm). I then collated that information and discovered that typically it broke down into 4 major...
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