The Value Matrix - Relationship management in a downturn
A major new presentation by Paul Gilbert of LBC Wise Counsel:
Relationship development and leadership when work is plentiful and clients have an adequate budget to fund their ambitions might appear relatively straightforward, but it is a completely different proposition in a downturn.
Now panels are shrinking, activity diminishing and fees are likely to reduce as well; in addition transparency and accountability are key drivers as detail is scrutinised like never before. The most important objectives are to retain your best talent and to preserve and secure significantly valuable relationships with your most important clients and contacts.
So what does leadership mean in this downturn?
Paul Gilbert explores the idea that we are all leaders now and how leadership has become an organisation wide imperative, not just for those men and women at the top of the pyramid.
What are clients doing, how is legal risk being managed differently in the downturn and what are the trends for their outsourced activity?
Paul draws on the experience of working across sectors and countries with large teams and small to consider the ways in which General Counsel seek to save money and manage risk.
What can law firms do now to try and ensure that when this recession is ending, they are well placed to succeed?
The value matrix is a new presentation by Paul Gilbert for partners and associates that looks at the relationship between cost, transparency and so called soft indicators of value such as loyalty and the quality of relationships. There are some significant and far-reaching messages and Paul says of his work in this area:
"It would be trite and unhelpful to suggest there are easy solutions, but what I see every day are good people seemingly making fundamental errors of judgement and potentially damaging their businesses as a result. There are also pockets of innovation and clever, thoughtful steps being taken which look like best practice. In this presentation I want to share the insights of LBC Wise Counsel working with in-house teams across the UK, in Europe and further afield, and to make our views as accessible as possible."
Paul Gilbert has written an extensive new essay on the value matrix to accompany the presentation. Copies of LBC Wise Counsel’s separate report on value are available on this website.
All enquires to: Dawn Jones at LBC Wise Counsel: call +44 (0) 7786 230 026 or email dj@lbcwisecounsel.com