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It Is Not About You, but About Your Client!

A talk by Tshepo Shabangu
Officer, IBA Bar Issues Commission, Partner, Spoor & Fisher

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About this talk

Many firms mistakenly think that hiring a new business development or marketing professional will solve all their current marketing and business development related challenges and issues. Yet, too often, new internal law firm marketing staff are still expected to do it all-- support, create and deliver everything related to marketing, business development and sales.

This, in turn, often results in staff being overloaded, spending most of their time reacting to a wide range of requests, and achieving mainly “mile wide, inch deep” outcomes that can dilute quality, and leave little time to track and report results.

However, the missing link in most law firms is a formal client development or BD process to support and drive the most profitable, organic growth. This is the subject of this session with Tshepo.

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