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Overcoming Client Inertia: The Real Reason You Aren’t Closing New Business episode artwork

EPISODE · Mar 20, 2026 · 4 MIN

Overcoming Client Inertia: The Real Reason You Aren’t Closing New Business

from Attorney at Work Today · host The Legal Broadcasting Company

Despite the ongoing “client value squeeze” and rising interest in moving work downstream, even the most motivated legal departments may find it hard to switch law firms. In fact, while firms focus on competition, technology or pricing, the silent killer of new business is client inertia — your prospect’s simple resistance to change. Sally Schmidt suggests five ways to convince them.This episode of Attorney at Work Today is brought to you by Answering Legal.Adapted from an article by Sally J. Schmidt.Click here to read the full article. Head to Attorney at Work for more really good ideas.

Episode metadata supplied by the publisher feed · Published Mar 20, 2026

What this episode covers

Despite the ongoing “client value squeeze” and rising interest in moving work downstream, even the most motivated legal departments may find it hard to switch law firms. In fact, while firms focus on competition, technology or pricing, the silent killer of new business is client inertia — your prospect’s simple resistance to change. Sally Schmidt suggests five ways to convince them.This episode of Attorney at Work Today is brought to you by Answering Legal.Adapted from an article by Sally J. Schmidt.Click here to read the full article. Head to Attorney at Work for more really good ideas.

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Frequently Asked Questions

How long is this episode of Attorney at Work Today?

This episode is 4 minutes long.

When was this Attorney at Work Today episode published?

This episode was published on March 20, 2026.

What is this episode about?

Despite the ongoing “client value squeeze” and rising interest in moving work downstream, even the most motivated legal departments may find it hard to switch law firms. In fact, while firms focus on competition, technology or pricing, the silent...

Can I download this Attorney at Work Today episode?

Yes, you can download this episode by clicking the download button on the episode player, or subscribe to the podcast in your preferred podcast app for automatic downloads.
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