The Big Four’s ongoing growth strategy for expanding into the legal realm has been primarily focused on securing work via cross-selling or sideways entry into the legal department. However, there are signs, across Europe in particular, that this strategy is starting to broaden to encapsulate a more direct sell as part of the Big Four’s attempts to win work from new prospective clients.
One thing that ALM has been doing over the last five years is tracking panel appointments derived from UK companies as well as those headquartered in Continental Europe. In addition to tracking metrics such as the panel size, duration, and selection oversight, ALM also tracks the outside counsel appointed to each panel. The database currently comprises just over 130 appointments.
