1. The typical primary law firm provides 3 practices to a single client.
On average, a primary provider delivers 1.8 practices to a single client—meaning most law firms deliver one, and a handful service 2 practice areas. The average client has 4 major practice needs and 5 minor, but measurable, needs. This suggests ample opportunity to focus business development initiatives on existing clients.
2. Improvements in client service performance can have a dramatic impact on your bottom line.