Aaron Garcia
Aaron Garcia is the Marketing Coordinator at Ackert Inc. Aaron comes from a varied background that has included working as a professional photographer and music producer as well as running an amateur sports team. At Ackert Inc., he is responsible for many processes including marketing campaign execution, video / blog content creation, and graphic & web design. His role also includes product troubleshooting and vendor relations, go-to-market planning and market research. Aaron started his career in eCommerce bicycle retail industry sales, which later led him down the marketing path. During his role at an industry-leading retailer he was instrumental in a large-scale rebranding initiative. He managed and executed product photography for the company as well as a wide variety of original content including video, blog and social. His efforts contributed to unprecedented growth in the company during his role. Aaron holds a BA in Economics and Administrative Studies from University of California, Riverside.
It's good to be in the middle.
Midsize firms, broadly defined as boasting a lawyer count of 200-700 lawyers, often find themselves at odds with Big Law – where they can maintain a super-regional or even national presence but may lack the sheer attorney numbers, talent pool and big brand name of larger firms.
However, midsize firms capitalize on their smaller size to provide a more intimate experience to their clients by bringing specific regional expertise and a more nimble organizational structure to the table.
Effective Business Development Strategies
Our 2018 Market-Wide study of Business Development Demographics reported some interesting statistics: law firms that considered themselves "midsize" found several distinct patterns in business development strategy that, when coupled with a specific strategy for each lawyer vintage, drove the most revenue.
Strategies for Midsize Firms by Lawyer Vintage
Lawyer vintages play strongly into which BD activities will bring the greatest return – the primary influencing factors being (1) the scope of the lawyer's experience and (2) the size of their network.
Best Business Development Strategies for Senior Associates
Senior associates' books benefit most from expanding their networks. At this point in their career, senior associates have usually amassed a significant amount of expertise and simply need more clients to whom they can provide their expertise. Expanding their network was found to be the most productive way for senior associates to gain new business, and the top-cited sources were committees, conference attendance, sales coaching and client education.
Best Business Development Strategies for Junior Partners
Junior partners are also good candidates for coaching but they tend to mature into client-focused business development methods earlier than junior partners at smaller firms.
Best Business Development Strategies for Senior Partners
Senior partners should focus on generating new business through their existing clients by way of site visits, CLE and client team initiatives. However, given that 88% of firms have chronically under-performing partners according to Altman Weil, mid-sized firms may benefit when they provide coaching to senior partners as well.
Learn More
Download our free BD Demographics White Paper to learn more. The full white paper includes complete statistics on the most successful industry groups, practice areas and business development strategies, from "most effective" to "least effective."
Click below to download the free white paper.
