In the months since COVID-19 lockdowns ground in-person client interactions to a virtual halt, law firms have poured their energy, effort and resources into a bevy of content vehicles to stay connected to clients and get noticed by prospects.

For the most part, those clients and prospects are satisfied with what they’ve been getting. Findings from a new survey conducted by Greentarget, legal consultancy Zeughauser Group and B2B branding agency Right Hat reveal that more than two-thirds of in-house lawyers are likely to respond to communications from the firms with which they already work – especially when the communications contain substantive information that’s relevant to their businesses.

But if other firms with no prior relationship to the in-house lawyer or entity can deliver actionable guidance, they can generate responses – and even opportunities.

Explore the complete survey findings in greater detail along with our recommendations for how law firms can strategically align their outreach with client preferences and priorities.