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Demographic Business Development

Successful practices identify specific client groups and focus business development efforts there. But, being lawyers, we tend to classify clients according to their legal needs rather than by criteria that are far more relevant to clients: location, income, marital status and especially age. Generational change is real, so you should think about adjusting your business development efforts demographically.

Originally published March 21, 2011
Last updated October 19, 2019
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