Key client programme

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According to a Gracechurch survey of 25 of the top UK-based law firms, the number one barrier to realising the full potential of key client programmes is the cultural characteristics of partnerships and number two is the lack of appropriate reward and recognition structures. Additionally less than a quarter know the full potential of their key clients, with even fewer able to measure the success (or otherwise) of their Key Client programmes.

So good job the barriers are so overwhelming that many find it difficult to get the programme off the ground... It's easy to be flippant but these results are testament to the real difficulties faced in this area. The fact that all the respondents have some kind of key client programme on the go or planned - and many are on the 2nd or 3rd attempt - shows how valuable the prize can be.

So is it possible to short circuit the painful learning process - even in a partnership - and make a tangible difference to your bottom line? We think so and have developed a key client programme which is short on theory and long on practical implementation. For example, of the many empirical or subjective criteria for selecting key clients at the start of your programme, we think the number one is the enthusiastic participation of the lead relationship manager. Without this you're doomed to failure.

If you'd like to meet with us to discuss the issues involved as well as how to plan and implement a successful programme, please contact Steve Blundell on +44 (0)207 220 4480 or email sblundell@grch.net.

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