The Era of the Authentic Lawyer

Aaron Baer & Dhawal Tank

Build Your Book Ltd.

Act 1: The Changing Market

Act 2: The Broken Experience

Act 3: The Era of the Authentic Lawyer

The Changing Market

2012: 57% are already in final decision stage before talking to a firm/business.

(source: CEB)

2017: 61% of B2B service provider research begins online. (source: Accenture)

2020:  77% of B2B decision makers research before meeting you. (source: McKinsey)

Insight: People aren't contacting you until they're well into the decision.

The Changing Decision Makers

2014: 1/2 B2B purchases by Millennials

2021: 79% of decision-makers prefer to read content before approaching you. Millennials are naturally skeptical of marketing talk.

2025: 80% of decisions will be done via digital channels. Across 80 industries and 12 countries.

(source: Gartner, McKinsey)

Emotion & Connection First

Up to 95% of decision-making is subconscious and driven by our emotional reaction.

Gerald Zaltman

Professor Emeritus, Harvard Business School

A Sea of Sameness

As one of Canada’s top business law firms, this firm provides exceptional legal services to leading businesses in Canada and around the world.

We focus on building long-term relationships with clients. We do this by providing unparalleled client service and the highest standard of legal advice, always informed by the business context.

Firm continues to receive awards and top rankings.

This firm is one of Canada’s premier business law firms, home to 500 lawyers and business advisors. The firm is well equipped to advise businesses and investors with Canadian ventures and connect Canadian businesses and investors with opportunities around the world. The firm prides itself on offering clients innovative, strategic and forward-thinking approaches to business, legal and regulatory challenges and opportunities. Mutual respect and independent thought are cornerstones of client and colleague interactions.

info@buildyourbook.org