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?
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 and the capabilities of partners and associates that optimise conditions for supporting the broad needs of large clients.
• 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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