This is a case study outlining a successful and very cost-effective small scale project designed to open up new business opportunities with existing clients of a legal practice of about 100 people.
It involved interviews with just 10 commercial clients and introducers of business by Allan Carton and Darren Francis - both lawyers with business development experience, which adds value to the work we do.
Critical to the success of these initiatives is the ability of our team to explore each relationship completely afresh, digging under the surface into clients' business operations and their business drivers.
This invariably enables us to discover new opportunities to expand the relationship and to identify better ways of providing services and solutions they really value. Independence also enables us to avoid getting bogged down in discussion of individual transactions that can often hijack reviews by partners.
The case study outlines:
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Our approach, Key steps in the process
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How we deal with the client, to ensure a positive reception
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Examples of results that are common - ranging from quick wins to strategic realignment.
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Trends; how partners and clients responded
This exercise provided extensive information to support internal workshops to develop a better understanding of client relationships and to develop an effective key account programme. We can provide other case studies in larger legal pracitices on more extensive projects on request. Just complete this form
