Building valuable client relationships

The need

Twenty Essex are a leading commercial set of chambers, with a strong reputation for commercial litigation and international arbitration. Their practice management team wanted to establish a consistent business development process that would help them win the most complex and valuable appointments.

What we did

• Designed a training workshop that specifically addressed feedback from a recent client listening programme.
• Delivered an interactive workshop with a focus on:
  • Active listening and asking the right questions to understand the client’s case and recommend counsel.
  • Approaches to successful meetings that will help Twenty Essex stand out from the competition.
  • Creating account plans that drive effective relationship building activity.
• Embedded learnings using a live client case study.

The outcome

Following this workshop, the practice management team are equipped with the tools they need to build relationships and deliver excellent client service. A defined, consistent approach to business development will ensure they can nurture broader and deeper client relationships across the set, rather than simply at an individual level.

“It was valuable to have the workshop tailored to our specific needs, especially in light of the recent client listening exercise. The actionable, no-nonsense BD advice will be really helpful as we continue to develop strong networks and stand-out client service across the set.”

– Jemma Tagg, Chief Executive Officer