With data, you don’t need fee earners for BD success
Speak to any business development (BD) team in a law firm and lack of fee earner and partner engagement in marketing activities will feature among their top challenges. But as Fiona Jackson of LexisNexis InterAction says we must move away from being merely happy if the partners aren’t complaining.
Without a clear set of measurable metrics, BD leaders simply cannot demonstrate success. In turn, measurement requires data, which is also essential to enable BD leaders to be more commercially minded.