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Law Firms Remain Split on Business Development Tools Versus ‘The Handshake’

The more things change, the more they stay the same—especially in legal. While young attorneys may be increasingly gravitating toward business development technology to help line up new clients, there may have to be some fundamental changes to law firm culture at large before such tools can truly take off. 

“Like all uses of technology, we see a real split between some really sophisticated firms that are doing things with [client relationship management tools] and marketing organizations that are sort of more than website managers. … All the way down to lawyers that are still using really traditional methods of business development—shaking hands, going to conferences [or] taking referrals from law school friends,” said Jayne Durden, vice president of law firm strategy at Anaqua.