Despite persistent advice from corporate counsel to “better understand” their market(s) and business, many outside counsel fall short in providing in depth, industry focused knowledge expected of trusted advisors. Indeed, as recent Acritas Stellar Performance research attests, firms who remain tethered to siloed or more vertically-inclined practice group models lose significant amounts of revenue to their more agile—and collaborative—peers. This presentation explores the nascent and increasingly popular approach of sector-specific client service in law firms today. What does a successful sector-focused strategy look like from an organizational, operational and marketing perspective? How can sectors help firms assess risks as clients emerge from the current crisis? What are the key performance indicators that help firms measure ROI and new business opportunities based upon this approach?
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