Growth & Loyalty: Establishing a key client program for law firms

We spoke with Andrew McGrath, Founder, Green Light Consulting, a Hong Kong-based recruitment company, about the ins and outs of establishing and maintaining key client programs for law firms. Andrew is a qualified lawyer with 20+ years’ experience working in professional services marketing.

The discussion covers

• Why develop a key client program?
• Starting from scratch
• Letting clients know about the program
• Using client fees on client development initiatives
• How to keep up momentum
• Advice for BD teams managing client programs
• Following through with feedback

Q&A Session covers

• Creating feedback portals for the firm
• Relationship mapping tools
• Useful client touchpoints
•  Challenges client relationship managers face
• The Baker McKenzie model

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