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In search of the ideal client

Thursday, April 09, 2015 @ 8:00 PM | By Grant Cameron

When a law firm is launched, partners are usually relieved just to see someone with a wallet come through the doors. Later on, though, when business picks up and the partners begin to plan how they want to grow the business, their focus shifts to the type of client they want to attract.

The challenge, according to legal, marketing and communications experts, is figuring out exactly who those “ideal” clients are and putting together a plan to attract them.

“The starting point is to look at...