This week, I’ve been listing the trends I’m seeing in law firm business development—what’s in and what’s out in corporate outside counsel.

Felice Wagner, Chief Business Development Officer at Sutherland, and I will delve into these topics, and more, as part of our presentation on “Business Development: Digging Deeper.” Our discussion takes place October 14th at the LMA Virginias Continuing Marketing Education conference in Richmond.

Here is the third, and final, installment of my “What’s In and What’s Out in Law Firm Business Development” list:

Pitching   Understanding
Outside counsel   Inside counsel
ROI fuzzy math   ROI proof
Sponsorships   Proprietary events
Ratings services   Digital presence
Client teams   Account reps