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Vol 23 No 5 May/June 2018

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Drafting Commercial Agreements

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The Client Management Toolkit for Law Firms

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ISBN13: 9781783581665
Published: October 2014
Publisher: Ark Group
Country of Publication: UK
Format: Paperback (136 pages)
Price: £140.00

Despatched in 4 to 6 days.

According to research from the BTI Consulting Group, the firms that can boast the strongest client relationships also enjoy 19.5 per cent higher rates and 35.6 per cent greater revenue than their competitors. By putting the client at the heart of the firm's everyday activities through the implementation of robust client management process, firms can ensure they deliver high-quality, tailored services, and build the kind of client relationships that will lead to repeat business, referrals, and enhanced reputations. Managing Partner's report, The Client Management Toolkit for Law Firms, looks at four core areas of client management: Client strategy; business development; fees; and client relationships. It considers how firms can:

  • Reach out to potential clients (positioning and targeting, establishing an online presence);
  • Win more pitches;
  • 'Institutionalise' new clients;
  • Engage with clients through the implementation of a client listening programme;
  • Collaborate better to solve clients' complex, multi-jurisdictional problems;
  • Design and negotiate fee arrangements that will provide a win-win for firm and client; and
  • Avoid anti-corruption and compliance issues as they relate to the firm-client relationship.

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Legal Practice Management
Chapter 1: Client strategy development
Chapter 2: Segmenting services: Ensure your firm’s services target client needs
Chapter 3: Strategic stages: An eight-stage integrated approach to business development
Chapter 4: Finding niches and developing your strategy
Chapter 5: The shortcut version: The mini-pitch and toolkit
Chapter 6: Relationship secrets: How to institutionalise new clients in 100 days
Chapter 7: Designing an objective-orientated fee arrangement
Chapter 8: Linking project management to pricing strategy
Chapter 9: Developing a strategy for better budgeting and negotiating
Chapter 10: All ears: Launch a firm-wide client listening programme
Chapter 11: Ensuring that feedback is useful, user-friendly, and used
Chapter 12: Growth and development of the firm’s online legal services
Chapter 13: Client services: The in-house perspective on collaboration in law firm
Chapter 14: Conflicts of interest
Chapter 15: Cocktail of problems: The conflict between anti-bribery compliance and client service