| According to the American Bar Association, there are just over a million attorneys residing and practicing law in the United States. These attorneys are associated with private law firms, corporate legal departments, governmental and non-profit agencies, the court system, educational institutions, and other establishments that require legal expertise. Although the legal industry has been somewhat slow to adopt new technologies, there are a number of trends forcing the industry into the digital age, providing a range of opportunities for providers of digital document services.
The key to selling into any industry, including the legal industry, is obtaining knowledge about the industry, the types of documents used, and the trends and issues being faced, as well as finding out who to talk to when selling services—and how to convince these professionals, beyond a reasonable doubt, that your services can make their lives easier.
This sales brief presents background information on the legal industry and defines the people, establishments, and documents that will be important to you in the selling process. It also provides references to additional material that you can read to improve your knowledge of this industry.
In the legal industry, there are two different but very lucrative approaches that a document service provider can take, and they are clearly explained in this brief. First, document service providers can help legal firms and inhouse legal departments more effectively process all of the documents, paper and electronic, that are involved in their business. This is often accomplished through the use of on-site managed services that include printing, copying, faxing, scanning, incoming and outgoing mail, and other business services.
Secondly, legal firms are turning to marketing efforts more than ever before to promote and grow their businesses. Document service providers can offer turnkey services for the creation and production of brochures, flyers, direct mail, client newsletters, meeting support materials, and more. These services can often be made more effective when they are deployed using a Web portal that provides attorneys and their staff with an easy way to order, customize, and reprint these materials.
After studying this brief, you will have a platform of knowledge upon which you can build a targeted, actionable go-to-market plan that will increase your ability to successfully and profi tably penetrate the legal market with on-site services, offsite services, or a blend of both.
The evidence is in: there is a strong case for winning in the legal industry. |
