The Client Conundrum
A presentation by Paul Gilbert of LBC Wise Counsel:
Many clients, however well thought of, operate inefficiently in the way they select and manage activity with law firms. These clients create additional and unnecessary work, they repeat errors, manage communication poorly, are under-resourced and fail to maximise the value available to them in the context of their relationships with their law firms.
Such clients can also be extremely profitable, especially when the charging model is based on time and not on outcomes. The relationship with such clients, however, disguises potentially fatal flaws in the way value is assessed, making the law firm vulnerable when the outsource model is appraised and reviewed.
This is The Client Conundrum: to accept client inefficiency as a fragile expedient for short-term profitability, or to spend time developing relationships for their longer term (greater) profitability and growth potential.
In future, we believe, the most successful relationships (and therefore the relationships with the best long-term opportunity for growth and profitability) will be characterised by:
- efficiency throughout the model in the way firms are selected and activity managed
- brilliant communication and management information
- rigorous and mutually transparent key performance indicators for both law firm and client
- innovative pricing and risk-sharing models
- and genuine value-add
Paul Gilbert has now written an extensive new essay on The Client Conundrum, which is the foundation for a presentation for associates and partners.
The presentation, over ninety minutes, contains hard-hitting messages on winning new business, maximising the relationship potential and delivering value. Based on eight years consulting experience working with blue-chip clients across the UK and internationally, Paul brings to his work a clarity of approach that ensures his insights are not just interesting, but pragmatic, commercial and useful as well.
Paul will attend in person at your offices to give the presentation; at just ninety minutes long it is ideal for a breakfast or an evening schedule as well as for conferences and off-site events.
The presentation (with copies of the essay) can be booked for a fixed fee of £1950 plus VAT.
All enquires to: Dawn Jones at LBC Wise Counsel: call +44 (0) 7786 230 026 or email dj@lbcwisecounsel.com