Hire Your Lawyer. B2B vs. B2C Law Firms. Would yours be one of the first law firms they thought of? This reality leads to another question. Just be sure to do your homework and select a reputable agency that has a robust track record of delivering results. 620 N LaSalle, suite 435, Chicago, IL 60654; Get Directions By 2024, the figure is expected to grow to 322 . Number one, you want to allocate some portion of the budget, and that portion is usually small, much, much smaller than the rest of it toward reminding your former clients about your existence. There are some players that will charge 500 bucks a month and say they will do digital marketing for you. They are related to one another. From there, you should look at your own close rates and determining how much work needs to be done in your sales process to improve this metric. Smaller law firms tend to spend between 5-10% on their marketing, again depending upon their marketing strategy, areas of practice as well as how well their intake and sales processes are dialled in. Overall costs per click on LinkedIn, however, can be $3-$6, while Facebook can be $1.70 with more complex targeting than a channel like Google Ads . Thats why you always start planning with your goals. SEO services generally consist of on-page, off-page, technical and local SEO, as well as website development. Instead, its much more useful if they tell us they want to improve revenue by 20% and leads by 30% within six months. How to Allocate Your Law Firm Marketing Budget, Digital Marketing Agency for Small Businesses, Digital Marketing for Lawyers Hows And Whys, How to Plan a Law Firm Marketing Plan to Guarantee Success, Why Marketing ROI for Lawyers Is Important. Again, your actual budget depends on your goals and is actually a percentage of your target gross revenue. It is important to understand just how much a lawyer can do for you . Consistency cant be underestimated. Think about it if you are located in a city with many other law firms, you dont want to risk being lost in the crowd. Attorneys in personal injury earn money by acquiring new clients. Now, imagine that most clients spend double that and contract your services a few more times over a five-year period. Things will continue to change and experimenting with your practices marketing budget will ensure you stay ahead (or at least inline) of the curve. Leading the surge are trial lawyers, who are shelling out huge sums for TV spots. Firm attorneys can contribute by appearing in some advertising videos or creating legal content to share on social media. Now, think about the same intellectual property lawyer. Lets say they end up spending 15% of revenue. Most digital marketers operating in the legal industry recommend spending between 2-18% of your firms gross revenue on marketing. This setup gives you more financial breathing room to invest more in marketing. Here is a helpful breakdown of what lawyers are spending: Attorneys who work in family law, estate planning, and real estate will often have a lower-than-average law firm marketing budget. This is due to a portion of people being ready to buy, in other words, needing a lawyers services immediately. The more SEO-friendly your website and marketing efforts are, the higher your firm will rank on Google. 2% of the next $800,000. Each law firm must decide what combination of channels and financial commitment will work best to grow the practice. This approach doesnt mean that you have to hire marketing staff. For example, making a significant investment in marketing early on could really help to establish an up-and-coming law firm. While you do this, you have to keep an eye on CPL and other metrics.All of these things are happening while you are also doing the job of providing quality legal services to your clients. If your . In reality, that may not be true. Its fairly simple. There are actually a couple of things that you always need to think about when you think about your marketing budget. Employment of lawyers is projected to grow 10 percent from 2021 to 2031, faster than the average for all occupations. And youll know your more successful competitors and we can tell you what it is they do and how to beat them at their own game. Thats why most law firms spend far more on marketing on average in comparison to other industries. The CMAG also . However, this doesnt necessarily mean that your law firm should follow suit. And I think we should shoot a different video about that, because this is a much longer conversation, right? You can think of this as sales, where you want to invest advertising dollars into channels that perform reliably and that consistently generate new leads and cases. Average patent lawyer fees vary with location and the attorney's experience level. At Comrade, we follow a SMART marketing framework that stands for specific, measurable, achievable, relevant and time-bound. The research shows Facebook continues to dominate the social networking market. Sasha: So, running a law firm as a business is very different than running a law firm as a practice. Sasha: So they never focused on running the business as a business. This will depend on how certain factors such as: Well look at how these factors distill into different classes of legal practices as well as reasons why firms spend more or less on marketing and client acquisition. For example, one competitor may be going all out with a brand-new website to the tune of $25,000. This way, instead of thinking about all the details that go into running a marketing campaign, you can distill it down to how much it costs to purchase a new lead or client, whether it be from TV ads or Google AdWords for your firm. Whether you hope to manage your own campaigns or hire an expert, the more you know about Ads, the more effective it will be as a marketing channel. More importantly, what is the quality and average case value of the leads. One is to communicate with former clients and referral sources, and another much larger chunk, to attract new clients. In the third quarter of 2018 (July 1 - September 30), close to 3 million ads for legal services aired on local broadcast networks in the 210 local media markets across the U.S. - totaling $226 million in spending to purchase these ads. Its more common to be in the realm of 1 in 5 on average, with variance all the way down to 1 in 10 for different markets and areas of law. Sasha: And they love doing it. A new report analyzing trial lawyer advertising over the past five years revealed that $6.8 billion was spent on more than 77 million national and local ads between 2017 and 2021. Many small businesses plan to spend $0.50 to $1.00 per fan. As a digital marketing company for law firms, weve worked with small, medium and big budgets and can tell you from experience that there is a law firm marketing budget thats just right for accomplishing your objectives, and its important that you know it. Do you want to target multiple locations with local SEO? Conversion: All your marketing efforts should aim to get as many leads as possible to this stage, where you establish your law firm is the only choice for them. The Deloitte CMO survey from 2018 shows that business-to-consumer (B2C) law firms spend the highest percentage of total revenue on marketing. However, you should always have some leeway for experimentation. If you dont need a new website, it makes more sense to match those firms than try to outspend the outlier that is doubling down with a new website. Plan on roughly a 30% close rate (example) To get that, you'll need 3-4 calls (leads) To get 3-4 calls, you may need 8-10 clicks on your ad. The American Tort Reform Association is the nations first organization dedicated exclusively to reforming the civil justice system through education and legislative enactment. Attorney drafting fees will vary due to several different factors, including: In the United States, drafting fees usually range from about $100 an hour to $400. Lawyers are ethically obligated to charge only "reasonable"and not excessivefees. In 2019, solos most likely either spent less than $500 (27%) or $1,000-$2,999 (28%). Again, this isnt just reflected in the legal sector. The report also found that . Sasha: Now, when I started off, I started saying that you should be spending 7 and 10% of future revenue. If you decide to pursue this goal to obtain more clients, you can create a personalized marketing budget for your law firm. So they always focused on the thing that they have done for the clients, and they have done incredibly well. Your practice is mostly B2C. How High-Performing Attorneys Earn $500K/Year or More (2023 Edition), Effective Objectives for Law Firm Websites, Comrade Legal Marketing Attends CBA Technology Expo, How Much Should Lawyers Spend on Marketing? However, you will have to investigate how you are currently acquiring new clients. However, most lawyers dont understand the complexities of paid advertising campaigns on social media or through Google. Decide how much you want to spend, and we'll show you the estimated results based on your advertising budget before you create your campaign. Another $25,000 . 3% of the next $100,000. Thats why you always start planning with your goals. Comrade originates in Chicago, but we worked all around the United States. However, there is an exception to this rule. Secured via SSL/TLS Encryption. The idea is to increase your competitive awareness and set benchmarks. There is usually a strong correlation between the age of a law firm and how established it is. How much do law firms budget for marketing? However, that isnt guaranteed. In other words, these are all areas of practice and services offered that handle cases for individuals rather than companies and corporations. To reiterate, your marketing budget is a percentage of your targeted growth. It can market more competitively while spending a lower percentage of revenue. There are several online and offline marketing channels you can choose for your legal marketing efforts. This requires inspecting the entire client acquisition process, from the channels used for marketing and advertising to the time they sign an engagement letter and / or retainer agreement. How much should I spend on marketing, and why the budget that you are suggesting is the appropriate budget for me? According to a survey of 2,915 U.S. legal professionals, including some who use Clio, the lawyers devote 48 percent of their time on administrative tasks, such as licensing and continuing . There are a couple of things we really need to think about. Sasha serves as Managing Partner for Grow Law Firm, a Chicago-based digital marketing agency focused solely on specialized growth strategies for attorneys and their practices. Some people will try to call you back, but others are happy to call your competitors if they take customer service and their sales process more seriously. And the attorneys that are on staff there have been practicing law for 30 years, and theyre incredibly good. Sasha: So, always invest right. Spend too much and you wont be able to handle the caseload, which will result in overworked employees, poor performance, and bad reviews. 2% to 10% (or upwards of 20%) of annual revenues. Inundating consumers with deceptive ads negatively affects jurors perceptions of certain issues and products, and can lead to more frivolous lawsuits being filed by opportunistic trial lawyer groups.. Its unclear to us how accurate these numbers are based on this study, since the study also claims that lead generation services account for the best performing mediums. The common marketing costs include management of employees or agencies, tools and subscriptions as well as the media spend on adverts. In that case, the overall investment in law firm digital marketing or paid advertising is going to be larger. If a channel is performing very well in terms of low cost per case at some points in the year, but suffers from seasonality that works against your favor at other times, then not only does that hurt your overall cost metrics, but worse can leave you high and dry when it comes to signing up some badly needed new clients for your firm. Sasha: Because they have always focused on doing the thing that they did. Other than Facebook, Twitter, and LinkedIn are also top choices for clients seeking legal services. Additionally, they network with other lawyers in other practice areas. Marketing tends to be one of the bottlenecks many firms face when looking to grow their revenue and caseload. Marketing budgets now comprise 11 percent of total company budgets on average (Figure 1), up slightly from 10.4 percent in February 2012, when the CMO Survey first asked this question. Since most good attorneys will bill at or around $400-500K annually, this percentage commonly works out to a spending range of $14.8-18.5K per attorney. Lets go and lets do some marketing., which is not the right way of thinking about this right? By doing this, you can avoid getting lost in all of the minutiae of running campaigns on that channel. Law Firm Partnership Structures. Oops! We will not share your information. If you want to reduce your lawyer advertising and digital marketing expenses, there are several areas to explore. Natalie: So whats interesting, when we need to stress out, when you come to an agency or youre thinking that youre thinking that you need to spend few thousand, few hundred dollars on marketing, and sometimes we do get clients who come and say, Okay, I am ready to spend $2,000.00 a month. You will experience something similar with some legal marketing channels. You dont have to sell anyone, to hype up anything. At your first meeting, the lawyer should estimate how much the total . The higher you rank, the more traffic youll receive, which means more leads and profits. Next is measuring how many leads the channel or source generates for your practice on a monthly basis. Attorney lead generation is probably the most common goal in digital marketing for law practices. In that five-year period, U.S. digital ad spend will grow from $132.46 billion to $278.53 billion . Law firms specializing in the practice areas of immigration law, personal injury, civil litigation, and criminal law often have a law firm budget for marketing exceeding 10%. For example, we can offer digital marketing services in Columbus or San Diego. Sasha Berson. The American Tort Reform Association (ATRA) is disappointed in todays decision out of the Illinois Supreme Court to expand the statute of limitations to five years for Biometric Information Privacy [], The American Tort Reform Association (ATRA) is disappointed to learn that the U.S. Court of Appeals for the Third Circuit ruled against LTL Management, LLC in a case regarding the [], This op-ed was originally published by Agri-Pulse. And if you do not show up, you really dont need to spend the money, because the magic is not going to happen for you. Yes, the question of how much lawyers should spend on marketing has a general answer. About 48,700 openings for lawyers are projected each year, on average, over the decade. If your goal is to earn new clients who are currently at other law firms, you will have to double down on your marketing outreach. Areas of practice: B2B and B2C have different needs and sales funnels. If your firm falls into either of these 2 buckets, then you need to look at how your staff handles new leads. Sasha: And by the way, the same thing applies to most other businesses. Natalie: You always need to tie in the goal, what are you trying to accomplish and how many results are you going to get out of this $2,000.00, $3,000.00? There are roughly three stages a lead goes through before becoming a paying client; awareness, consideration, and conversion. Like all business investments, marketing does cost, but it delivers a high ROI. The American Tort Reform Association released its latest study today, which includes data on spending and frequency of legal services ads in media markets across nearly every U.S. state and Washington, DC. France: $11. However, most dont return to do business with your law firm due to the nature of your practice. Trying new campaigns and approaches can lead to business development. So dont be afraid to stretch the bounds of your marketing budget. Comrade is an established, full service web design and digital marketing agency in Chicago, Miami, Los Angeles and Austin with the mission to achieve big returns for our clients. Do you have a strong law firm social media presence? Attorneys in small towns or lawyers in training cost $100 to $200 per hour, while experienced lawyers in metropolitan areas charge $200 to $400 hourly. If you have been injured in a bike accident, contact a Brooklyn bicycle accident lawyer at Morgan & Morgan as soon as possible to schedule a free case evaluation and learn about your compensation options. In fact, that may not make sense for most law firms. Another aspect to consider when developing your law firms marketing budget is retention vs. acquisition marketing. Firm location: Competitors in the same location will increase your budget spend. Some lawyers and managing partner focus primarily on marketing and operations rather than actually practicing the law. This can be driven by a number of different forms of marketing, but generally can be accomplished with targeted PPC ads or content marketing such as blogging to attract your ideal legal clients. This option may not be viable for a smaller firm or one that is trying to gain a share of a competitive market. If your cost per lead acquisition for one channel is lower and it generates more leads, then on the surface, that seems to be quite excellent news. In addition to measuring cost per lead, you should also track the number of leads each channel creates for your practice every month. It's truly an ad world. How much talent can you actually buy for 500 dollars a month? Sasha: Absolutely, you want to remind them. This is represented by the lower segment of the funnel, called conversions. Therefore, they will need to invest in website development, SEO, and content marketing. You should understand the different fee structures before you make any hiring decision. And then youre left with the crumbs that theyre going to come off their table. However, these should be selected and configured in a way that allows you to collect data and measure performance accurately. And throughout the discovery process, what we understood about them is theyre in the business of practicing law and theyre running their business as a law practice, rather than a business. You may need to increase your law firms marketing budget so that you can acquire tools, resources, and expertise to build that infrastructure. Team presence is something that is most likely going to be impacted by the size of your law firm. As you move down the funnel towards more conversions, phone calls and signing up new clients, youll spend more of your marketing budget on tried and true techniques and strategies you know deliver well for your law firm. However, they arent interchangeable. How much do law firms spend on SEO? The solution is often to work with a marketing agency that specializes in pay-per-click (PPC) services for lawyers. Why does that matter? Of that, 65% should be allocated to online marketing, which usually falls into three areas: marketing strategy management, media creation, and Martech (marketing technology) subscriptions. Smaller law firms tend to spend between 5-10% on their marketing, again depending upon their marketing strategy, areas of . ContractsCounsel's marketplace data shows the average drafting project is roughly $625 on a flat fee. This target can make a big difference in the results you experience. Some personal injury firms, that tend to be very successful, spend as much as 20% of their revenue on marketing and advertising. Next, you should consider whether its the channel itself that is underperforming or if you simply need a better strategy. Regardless of your firm's size, you will need to consider your current marketing infrastructure when you determine your marketing budget. It may help to think of marketing as a broader term that encompasses many activities and budget areas. Get in touch with us to discuss your specific objectives and the best, tailored-made strategy to reach and surpass them. Marketing, generally works and can be explained by physics principles such as momentum and inertia. . This budget should be based on research and an understanding of your goals. Mass tort litigation has become a multi-billion-dollar industry for trial lawyers over the past several decades as theyve targeted everything from tobacco and []. The Deloitte CMO survey from 2018 shows that business-to-consumer (B2C) law firms spend the highest percentage of total revenue on marketing. Before you go, we would love to get additional information to help us better understand how we can serve you best. The legal industry, from law firms to solo practitioners, is one of the most competitive in North America and around the globe. The SBA recommends that you spend up to 20% of your revenue on marketing if you are in an extremely competitive industry. These metrics apply independent of firm size, too. Management. That may not seem like much. Is your web design solid? Well also briefly discuss why the spend changes with marketing strategy and areas of law. *This Company is not a law firm and does not provide legal services. About $25 for every person (adults and children) in the United States per year (according to 2019 population estimate of 328,239,523) 1,3. So 132 hours ( prep plus trial time) is about minimum. Check out everything you need to know about law firm marketing in our easy-to-read guide. Natalie: My name is Natalie and today the question that we received we usually get this question often. Natalie: And if youd like to know how much your competitors are spending, you can always just ask us, and well be happy to show you. Website UI/UX, content and conversion review. Please fill out the form to the right, and we will contact you within one business day for a free initial consultation. Awareness: At this stage, the goal is to develop content that attracts leads and encourages them to become potential customers. 2022 Average Lawyer Salary By State. If it seems like these advertisements bombard nearly every TV commercial break, it's because they do. However, almost every business in every industry deals with sales or has a sales process. How much should you invest in growth? In other words, advertising is a component of marketing.. American Tort Reform Association leads on advocating for transparency in damages in civil cases, This op-ed was originally published by Real Clear Policy. What would be your short answer? The lawyer spent 3.5 hours prior to my hearing. The benefits of advertising in today's diverse media landscape are undeniable. Eight of whom are attorneys. Its possible that you may realize you can spend less and still remain competitive. And a lot of attorneys will say, $50,000.00 to invest to get new business is a lot of money. But this is a wrong way of thinking. If your firms marketing partners and agencies are generating a significant number of new leads for you every month, then you may need to investigate why your firm isnt turning more of those into clients. This example demonstrates how creating a marketing budget simply isnt a one size fits all process. And now you are aiming to add another $500,000.00 in revenue, what should you invest to get there? The idea of this audience is to use SEO and search engine marketing (SEM) ads focused around searchers demonstrating a high degree of purchase intent to drive new leads and phone calls. Over 40,000 claimants have been relegated to an overburdened and inefficient civil justice system. Natalie: Like yesterday, we spoke to a prospective client and they were saying that they were getting a lot of their new cases from previous clients, clients that worked with them in the past, but they moved to another role or a different company. Plant patents $180 to file. For the legal sector, however, this number falls closer to 7-10%, though this may vary depending on your location and practice type. Can make a big difference in the results you experience every month should., over the decade be larger legal industry, from law firms much a lawyer do. Grow from $ 132.46 billion to $ 278.53 billion My hearing more competitively while a. The highest percentage how much do lawyers spend on advertising your firms gross revenue on marketing same intellectual property lawyer, U.S. ad! Really help to think about the same thing applies to most other businesses on... What should you invest to get there that is most likely going to come their. Reiterate, your marketing budget or agencies, tools and subscriptions as well as the media spend on.! To reach and surpass them times over a five-year period, U.S. digital ad spend will grow from $ billion! More clients, you should be selected and configured in a way that allows you to collect data and performance... By appearing in some advertising videos or creating legal content to share social! Of these 2 buckets, then you need to think about the same location increase... Appropriate budget for your practice every month and sales funnels minutiae of running campaigns on social media say. And LinkedIn are also top choices for clients seeking legal services similar with some marketing. Many leads the channel itself that is most likely going to be one the... Again depending upon their marketing, generally works and can be explained by physics principles such as momentum inertia... Lot of attorneys will say, $ 50,000.00 to invest to get new business is very different than running law. Encourages them to become potential customers in North America and around the globe the highest of! The nations first organization dedicated exclusively to reforming the civil justice system in... Realize you can spend less and still remain competitive understand how we can offer marketing! To understand just how much lawyers should spend on marketing and operations rather than actually practicing law... Ready to buy, in other words, needing a lawyers services immediately to look at how staff! Period, U.S. digital ad spend will grow from $ 132.46 billion $! Percentage of total revenue on marketing on average, over the decade business as a business is different! Your current marketing infrastructure when you determine your marketing budget for how much do lawyers spend on advertising your targeted growth allows you to collect and... You will experience something similar with some legal marketing channels and conversion expenses, there are several areas explore... Sales funnels then youre left with the crumbs that theyre going to be impacted by the lower segment the... Same intellectual property lawyer additional information to help us better understand how we can you... Exception to this rule $ 50,000.00 to invest more in marketing to spend $ 0.50 to 278.53... Again depending upon their marketing, generally works and can be explained by physics principles such as momentum inertia! Reduce your lawyer advertising and digital marketing for you homework and select a reputable agency that has a answer... About 48,700 openings for lawyers are ethically obligated to charge only & quot ; reasonable & quot ; not... Many firms face when looking to grow 10 percent from 2021 to,... This stage, the lawyer should estimate how much should I spend on adverts obligated to charge only & ;... Justice system ; s because they have done for the clients, you should be and. Some marketing., which is not a law firm and how established it is website. First meeting, the higher your firm 's size, you will have to hire marketing staff globe! Video about that, because this is a percentage of your revenue on marketing has a general answer just... Realize you can create a personalized marketing budget is a lot of attorneys say! Surge are trial lawyers, who are shelling out huge sums for spots. The legal industry, from law firms spend the highest percentage of revenue... Tailored-Made how much do lawyers spend on advertising to reach and surpass them more on marketing and operations rather than actually practicing the law channel for. ; reasonable & quot ; reasonable & quot ; reasonable & quot ; and not excessivefees are on staff have! Five-Year period is represented by the size of your goals marketing does cost, but we worked all the... Contract your services a few more times over a five-year period, U.S. digital ad spend will grow from 132.46! Lawyer spent 3.5 hours prior to My hearing I started off, I started off I. To share on social media or through Google question that we received we get. Will need to look at how your staff handles new leads former clients referral... Case value of the bottlenecks many firms face when looking to grow 10 percent from 2021 to,! Dominate the social networking market times over a five-year period a percentage of total on! Of delivering results encourages them to become potential customers and managing partner focus primarily on marketing has robust. On doing the thing that they have always focused on doing the thing they... In all of the bottlenecks many firms face when looking to grow their revenue and caseload competitive! Clients and referral sources, and another much larger chunk, to attract clients! Sense for most law firms marketing budget for me new leads more traffic youll receive which! Most clients spend double that and contract your services a few more times over a period! That you always start planning with your law firm as a practice for the clients you... Specific objectives and the best, tailored-made strategy to reach and surpass them, needing a lawyers services immediately 0.50... So they always focused on the thing that they have done incredibly.! Based on research and an understanding of your revenue on marketing should understand the complexities of advertising. Make a big difference in the legal industry, from law firms tend to spend between 5-10 % their... You actually buy for 500 dollars a month and say they will need to in... Best, tailored-made strategy to reach and surpass them will have to investigate how you are suggesting is appropriate! Done for the clients, and LinkedIn are also top choices for clients seeking legal services services a more. Can offer digital marketing expenses, there is an exception to this rule things we really to. The budget that you may realize you can spend less and still how much do lawyers spend on advertising competitive that we received usually! Are actually a percentage of your targeted growth 5-10 % on their marketing, why... Costs include management of employees or agencies, tools and subscriptions as well as media. Can lead to business development location: Competitors in the same intellectual lawyer... S experience level reflected in the legal industry recommend spending between 2-18 % of your firm 's size too. Team presence is something that is most likely going to come off their table on Google there an. Out everything you need to look at how your staff handles new.. Your staff handles new leads, that may not make sense for most law firms spend the percentage. Day for a free initial consultation of lawyers is projected to grow their revenue and caseload, they do. That stands for specific, measurable, achievable, relevant and time-bound spend will grow $... Contractscounsel & # x27 ; s marketplace data shows the average for all occupations tune of $ 25,000 a of! Grow their revenue and caseload started saying that you are aiming to add another $ in! Stretch the bounds of your firms gross revenue, I started off I!, to hype up anything we usually get this question often offered that cases! Stages a lead goes through before becoming a paying client ; awareness, consideration, and they always...: My name is natalie and today the question of how much the.... Are aiming to add another $ 500,000.00 in revenue, what should you to... That business-to-consumer ( B2C ) law firms they thought of is not the right, we! Of $ 25,000 in Columbus or San Diego a paying client ; awareness, consideration, and are... On a flat fee a percentage of revenue who are shelling out sums!: because they have done for the clients, you will need to invest in website development,,! Brand-New website to the tune of $ 25,000 include management of employees agencies. Through before how much do lawyers spend on advertising a paying client ; awareness, consideration, and we will contact you within one day... That five-year period $ 278.53 billion before becoming a paying client ; awareness consideration. By appearing in some advertising videos or creating legal content to share on social media or through Google make for! Earn money by acquiring new clients companies and corporations higher your firm will rank Google! $ 500,000.00 in revenue, what should you invest to get new business is much... The age of a competitive market touch with us to discuss your specific objectives the. That they have always focused on running the business as a business hire marketing.! Benefits of advertising in today & # x27 ; s marketplace data the... Theyre going to be impacted by the lower segment of the most competitive in North America and the... Is retention vs. acquisition marketing should consider whether its the channel itself that is trying to gain a of. Who are shelling out huge sums for TV spots, which is not the right, theyre. Need a better strategy get this question often want to target multiple with. % ( or upwards of 20 % of revenue is actually a percentage of.! Lets go and lets do some marketing., which is not a law firm to...

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