For Rainmaking, Data As Important As Handshakes

Nov. 30 (Bloomberg Law) -- Many major law firms are failing to harvest the data they have about their clients to help partners bring in more work, law firm consultant Tim Corcoran of the Corcoran Consulting Group tells Bloomberg Law's Lee Pacchia. "Not every relationship has the same value to a law firm," he says. "Many partners have grown up with the assumption that the more hours they bill and the more clients they pursue," the better they'll do, he says. But they fail to look at "the profit, the growth potential and the repeatability of that business" from the firm's biggest clients, he says. "I don't think it's rocket science," he says. "They have the data available now, they just don't use it well."

Wayfair CEO: Online Shoppers Are up for Grabs
45:08 - Niraj Shah, co-founder and chief executive officer at Wayfair, explains the importance of Cyber Monday to the company's business, how they're taking advantage of the shift to e-commerce for home goods, and responds to criticism from Kase Capital Management Managing Partner Whitney Tilson on Chinese products sold by Wayfair. He speaks on "Bloomberg ‹GO›." (Source: Bloomberg)
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