McCullough discusses roles of Business Development at Law Firms on LexisNexis Panel
On March 16th, Heather McCullough participated on a three-person panel for LexisNexis Accelerate 2016. The panel discussed the current roles of business development within law firms.
"Law firms have transitioned from having marketing departments focused exclusively on traditional communication and brand objectives to dedicating resources that focus on developing business in an increasingly competitive environment. Some have marketing experts who have had to grow their skill set to encompass business development as well. Others have hired professional sales people from outside the legal industry to help lawyers execute on business development. This panel of firm marketing and BD leaders will discuss the ways they have organized the business development function at their firms, the training / coaching / recruiting they have done to transform business development, and the BD/sales methodologies they have applied at their firms."