Their efforts are generally focused on the planning and drafting of a carefully crafted plan. Having completed the plan, there is little money, time and energy left for the execution. The plan generally begins to gather dust. This is death wish marketing. Complacency about your firm's need to continuously improve service and the firm's marketing efforts is a prescription for lower profitability.
All firms have partners who are in denial.
The trick is to make a change in the way the firm's lawyers work with clients and encourage those efforts that are consistent with the firm's culture and values. Infrastructure - Most firms have devoted too little resource to marketing. Many firms don't use the resources they have profitably. The firm will need to spend time and money to produce high quality proposals and presentations. Staff will need to be trained in the basics of client focused service.