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. The case deals with the relationships between the parties, the events and opportunities that occur over time and how these are managed to the benefit of the firm and the client.
Key Outcomes
• An understanding of the organisation of account team management and the collaboration and relationships that drive success.
• An understanding of relationships within the firm that optimise conditions for supporting the broad needs of a large client.
• An understanding of the nature of innovation and entrepreneurial activity necessary to optimise the opportunities that exist within a client relationship.
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