Results of the working session of the IBA Rome Law Firm Management Profitable Clients Café - Table host Alexander Gendlin www.lawbusiness.at

3. 1. What kind of clients suits us and what kind of client
would choose us rather than another law firm?
− Specialities in client structure
− Quick turnaround experience and reference
− International network
− Quality of work
− Personal relationship
− Definition of client structure:
− Often hit or miss
− Driven by interest in specific projects
− Margin/Fee
− Size/Proposed growth
− Diversification
− Growing with the client
2. How does the next client turn into a profitable client for
the future and how can we become more valuable for
our clients in those areas we wish to service the client?
− Cross Collaboration
− Sanction of none-collaboration
− “Family doctor” (key account manager) approach
− Referrals
− Perceived value
− Success incentives
− Involving clients in training (“Reverse Seminar”)
− Business field training
− Leadership training
− Multidimensional thinking
− Being a business partner
− Project management for the client
3. How can we bring about the change
needed so that everybody in the firm
will focus on the right kind of clients
and how can we manage the whole
process from start to finish?
− Focus on the end result
− Care about clients
− Communication
− Reflection
− Differentiation in business and law aspects
− Clear vision of strategy
− Quarterly strategic sessions
− Being productive instead of being right
− Manage the “losing side”
− Buy in of key players
− Be prepared to lose people
− Beware of negative apostles
− Hire the right people
IBA Law firm management committee:
Law firm management profitable clients café
Table host:
Alexander Gendlin
www.lawbusiness.at