Lawyers are trained to be experts in their fields and seek other experts to support their positions. To this end, they want to be served—and led—by experts, too.

 

All too often, however, lawyers assume they know what should happen next in marketing and BD efforts. When MBD professionals reinforce that perception, the cycle persists.

 

Use seven expert skills to disrupt the cycle and show lawyers (rather than tell them) that you in fact are the expert. You’ll earn their trust and confidence along the way.