Client & Business Development products
Challenging Client Scenarios - Legal
These scenarios are based on real situations fee earners have had to address. They show the consequences of making mistakes on matters. The purpose of the scenarios is to put you into the client handler’s shoes to explore how to address the situation and how the situation might be avoided in the future. Find out more..
David Williams - How To Run Deals
David, a mainstream corporate associate, has agreed to give a presentation on "how to run deals" to more junior associates in the group. He has writer's block and looks to the internal resources and his experiences of running a recent takeover for inspiration. The case presents his perspective on managing the deal as well as the perspectives of the specialists and international offices. Find out more..
Falcon Improving Service Delivery
Malcolm is preparing for a key “post-mortem” discussion with the Falcon Bank. Having won the work on a quote for €250K and agreed a six month timeframe he discovered that project management, poor internal client communication and scope creep had run up €1M in fees and had taken 10 months to deliver. He reflects on the experiences and what he needs to do differently to retain the client and get better recovery from the work. Find out more..
Gareth Davies at PWC
This case explores the programme of client development that Gareth Davies, a partner with PWC, initiated following a change of role in the firm. His activities and leadership of others resulted in new business and a dramatic improvement in client revenues over a sustained period. Find out more..
Saltwaters Account Relationships
Saltwaters is a mid-sized international law firm operating in the area of corporate and business law. This case explores the gradual development of the account relationship between a team of Saltwaters partners and associates and their key client: Allisane, a global risk management and insurance provider. Find out more..
Saltwaters Corporate Fishing
This case study, based in a European oriented international law firm describes the dilemma faced by Tom Pierce, a partner and head of market sectors and his colleagues, as they discuss the state of client relationships around the firm. As the market toughens, Pierce recognises that the firm has not developed sufficient depth in its relationships with clients and has not exploited the full capability of the firm. What should he and his partners do? Find out more..
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