Sep 21, 2026 · 10 min · 7 segments
***If you think knowing something about artificial intelligence is optional for lawyers, think again.*** This episode of Attorney at Work Today is brought to you by…
Consider what is happening right now.
A top AM law firm is hiring client and business development professionals focused on expanding existing relationships and cross-selling.
Other firms are building dedicated client relationship functions for financial institutions and private equity to deepen client share within and across practices.
Another is hiring a litigation-focused business development leader charged with expanding client relationships and driving revenue growth.
A global firm is investing in client-facing client account executives as part of its global client program.
The BTI Consulting Group reports that 87% of firms are increasing business development budgets.
But the shift is not just more spend.
It is how firms are deploying it toward dedicated client-facing revenue and relationship roles.
BTI's research also shows that law firm clients like working with these dedicated client executives, that they deliver results.
And most importantly, firms with these roles outperform those without.
None of this is new.
Accounting and consulting firms professionalized their sales functions decades ago.
This is no longer innovation.
It is catch-up.
Consider what is happening right now.
A top AM law firm is hiring client and business development professionals focused on expanding existing relationships and cross-selling.
Other firms are building dedicated client relationship functions for financial institutions and private equity to deepen client share within and across practices.
Another is hiring a litigation-focused business development leader charged with expanding client relationships and driving revenue growth.
A global firm is investing in client-facing client account executives as part of its global client program.
The BTI Consulting Group reports that 87% of firms are increasing business development budgets.
But the shift is not just more spend.
It is how firms are deploying it toward dedicated client-facing revenue and relationship roles.
BTI's research also shows that law firm clients like working with these dedicated client executives, that they deliver results.
And most importantly, firms with these roles outperform those without.
None of this is new.
Accounting and consulting firms professionalized their sales functions decades ago.
This is no longer innovation.
It is catch-up.
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