This post is one of four that discusses the findings of a survey conducted jointly by the Financial Times (FT), the Managing Partners’ Forum’ (MPF) and Meridian West. The survey results were pre-viewed at a one day conference hosted by PM Forum in London on September 27. The posts reflect findings from the survey, sessions…
Read More
Cross-selling is a good concept, assuming that clients love the work you are doing for them and are thrilled with the level of competence and service (and you know this because you have formally and regularly solicited your clients’ feedback). As discussed in a previous post Strategic Account Management Must Be About Client Value First, Not…
Read More
For so many years, the term “rainmakers” has referred to partners in firms who bring in new clients and have “big books of business.” Merriam-Webster defines a rainmaker as “A person (as a partner in a law firm) who brings in new business.” Fifty years ago, many firms relied on only one or two or just…
Read More