ABSTRACT
Marketing strategy is moving away from placing the accent on the generation of the one-off sale to the pursuit of client satisfaction and the development of longer term relationships with clients. If 80% of the average law firm’s work comes from existing clients, we should spend more time ensuring that this increases to 100% (a 25% increase in turnover) by ensuring that every existing client is satisfied and in turn gives us more work. What high budget marketing plan can claim to do that?
