Law firms adopt KAM in the face of recessionary pressures

Law firms adopt KAM in the face of recessionary pressures

A new global survey that we have conducted exploring how professional services firms manage their key clients has highlighted how law firms have been late to adopt key account management (KAM), with many only doing so in the face of recessionary pressures post-2008.

KAM in the PSF Sector reveals that most law firms have only been pursuing key account management since the onset of the financial crisis, with 74% of respondents from this sector whose firms have such a programme saying that these have been in place for less than 5 years. By contrast, 43% of those from accountancy-based firms reported that their programmes had been in place for longer than 5 years.

In the middle of a recession, management’s first objective should be to

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About the author:

Kevin Wheeler has been advising professional services firms on all aspects of marketing and business development for nearly 30 years. As a consultant he helps firms to manage and grow their key clients as well as to win new ones. As a certified coach with WABC he works with partners and those approaching partnership to improve their BD skills.