Case Studies: Client Retention
A Mile In Their Shoes
Problem...
After losing a significant percentage of recent proposals and pitches, a sober review revealed little understanding of clients’ businesses and no analysis of the pressures and internal politics the in-house counsel faced.
Solution...
The firm identified an untapped asset – a former in-house counsel. Discussions with prospective clients are now very different. The in-house alumnus participates in the proposal preparation and sensitizes his colleagues to what’s really bedeviling the prospective in-house buyer.
