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Why every firm needs a Managing Partner, Clients

If you look around law and other professional service firms, it is clear that after a period of decline, the Managing Partner, Clients role is back in vogue. In Australia Clayton Utz, King & Wood Mallesons, Herbert Smith Freehills, Ashurst and others have such positions – and with good reason. Here’s why. Why the MPC role was first introduced The Managing Partner, Clients (MPC) role was first introduced around the millennium as firms nationalized and there was a clear market need to champion business development (BD), establish key client programs, and build partner engagement and capability in BD. These were relatively new concepts at that time and BD professionals were still establishing t

One sure way to grow organically in a stagnant market

Helping clients cross-buy is one sure way to grow organically in a stagnant market. Yet so few firms recognise the opportunity. The chart in this post provides empirical evidence that clients actually value using multiple service lines from a single firm. In other words, clients want to cross-buy. So all firms have to do to grow organically is to cross-sell. This is how the research is done. Each year since 2003, beaton has surveyed the opinions of thousands of clients of law firms in a study known as the beatonbenchmarks. For those interested, details of the beatonbenchmarks survey may be found here in the text, graphics, PDF and trailer. The beatonbenchmarks survey The findings reported he

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