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This report introduces the current thinking on business development (BD) and attempts to put some of the practices into context. It examines concepts like rainmakers, client account management, cross selling and client loyalty from the perspective of revenue generation and BD at partner level. It examines mechanisms by which law firms can grow and generate work, many of which are used already by leading partners, albeit intuitive, uncodified and taken for granted.

They include, for example, the development of a strong reputation and the building of trust with clients. The report also tests the viability of successful approaches to work generation and revenue growth in the changing dynamics of the international legal services market.