Defence is the best form of attack
Kevin Walker says the key to a strong relationship between partner and client is a broad departmental approach rather than a point-to-point relationship between two individuals
Most law firms responding to The Pace Partnership’s Key Client Healthcheck reported that they did not have effective ways of measuring the strength of the relationships they held with their most important clients.For most firms the bulk of next year’s fee income should be derived from current clients. So how does a firm defend its position as incumbent adviser and therefore continue to reap the benefits derived from the flow of on-going fees?
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