XYZ Law firm has hired you as a marketing consultant. They have created a legal software program that they believe would be extremely beneficial to their B2B clients, specifically ones that operate small businesses. The program is easy to use and would help small businesses create and print their own legal documents for simple matters. The law firm would now like to offer this to their B2B market but not all in the firm agree.

The head partner, Robert Coolidge, strongly believes that this software is a must sell to lessen the burden on the attorneys and still create and maintain a revenue stream. Mr.

Coolidge understands that the firm's annual income is capped by billable hours and man power. "With only 24 hours in a day and 7 days a week, we must look to alternate means to increase revenue. We can do this with the software and perhaps in the future books or other technology-based means. We can achieve this without needing additional manpower or hours in the day." However, two junior partners in the firm, Rose McAdams and Jason Billard, are concerned with selling the firms software outright. "While this will create an immediate influx of revenue, the overall firm revenue could slide because clients would no longer need our services for these everyday small legal documents. Would the revenue from the software be enough to make up for the loss in billable hours?" Jason voiced similar concerns, however, believes that "While not all of our clients may be interested in doing their own legal documents, this could create problems or backlash if they fill out the forms incorrectly. We could then be liable. Right?"

Please consider the following questions:

1-Which perception do you agree with? Which one do you disagree with? Why?

2-What marketing strategies do you foresee for the perception you agree with?

3-How can you help convince the opposing side to agree with your view?

moving forward The cose would how like to offer this to their B7e narket but rot all in the firm agee. to intrease ieyenue. We can do this with the software and perhaps in the foture boeks or ether technology-baseif means Wo can achifeve then wothout ineeding additionat the revenue frnm the aeftware be enough to make up for the loss in hilabie hours? jaton woiced aimilar concerti, powiver, belleves that while nat all of our thients may be Fiease conzider the follewing questions