Helping winning law firm win business 

As winners of the Law Firm of the Year*, Osborne Clarke has been recognised for its energy and momentum as well as its focus on sectors and issues that are at the cutting edge of the law. The success of its five-year strategy has bolstered the firm’s financial performance in recent years, making it the one to beat amongst its peer group.

When Osborne Clarke needed cover for a Business Development Manager role to help maintain this momentum, they were able to come to The BD Consultancy and immediately find experienced people fit for the job.  Matt Varley has 15 years business development experience in professional services and was the perfect choice to join the firm and hit the ground running.

Matt has recently completed a 6-month position in the Energy & Utilities and Life Sciences sector teams and has now successfully transferred to the Transport & Automotive sector for a further 6 months.  Each of the roles has required 3 days a week across the Bristol and London offices and is a perfect example of where flexible resource can fit into an established business to match their needs exactly.

The key requirement of the initial role was to design and deliver sector business development plans and this required rapid integration into the firm, systems and partners. Customer Relationship Management – improving revenue and profitability from key accounts – is a core focus for the business development team. Increasing an already impressive success rate for pitches is also a key measure of performance.

In his current position, Matt has completed a valuable project on building business in the logistics sector and defining how OC go to market with this group of clients. He has delivered good results across a range of campaigns and also provided the essential resource needed to complete the directory submissions for Chambers and Legal 500.

Matt’s manager explained why the interim solution worked for them:

Matt was an asset to the team from day one. His down to earth style allowed us to quickly identify the priorities for his work, and he wasted no time getting to know our people, systems and the way we work. His project work has really added to our CRM approach and we found it very helpful to have someone who could understand what the business needed and bring some fresh ideas too.

In an organisation the size of Osborne Clarke, it’s important to understand their existing processes and be skilled enough to work within that framework quickly and effectively. However, smaller firms can also find real benefit in having a consultant complete a project defining these processes to help streamline their own business and improve efficient working.

Interim resource can be ideal for providing external perspective and supplementary skills where the firms need may not be long term. Alternatively, they just may not have the budget for a full time headcount or need to bring in a fresh pair of eyes, so an interim consultant can be perfectly placed to consider a new approach and offer practical solutions.

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