The client, one of the world’s 50 largest law firms as measured by revenue, wanted to enhance its ability to grow business within and across existing accounts and increase long-term profitability. This was an ambitious initiative given the highly competitive nature of the legal marketplace. © Franklin Covey Co. All rights reserved. A BIT OF BACKGROUND AND CONTEXT Increased competition had caused revenues to flatten and margins to decline. To reverse this trend, the client needed to develop its attorneys’ abilities to expand business across sectors and specialties and increase contribution to growth. The firm’s managing partner acknowledged that often in the legal profession, only a select number of partners sell. He wanted to change that paradigm so all of the firm’s attorney

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