He says that technology constraints are one of the factors holding up the advance internet recruitment. We will always need human capability to process someone's details. THEY are every law firm's dream - loyal clients who continue to provide them with work at good rates, who include them in their thinking when new areas of work arise and pay their bills without protest. In today's intensely competitive market, realising that dream is more and more pressing. Yet according to the main author of this volume, the skill of good client management is an area neglected by many professional services firms.
Lawyers are no exception.
Any illusions you may have about your firm are quickly stripped away at the start of the book in the Key Client Management Health-check. They love to really get inside their clients' organisations and to understand their business in depth. With that painful part over, it is time to learn the fundamentals of effective client management. Walker, Denvir and Ferguson are intensely practical and straight to the point. They acknowledge that practices and processes for managing high value clients have been defined before, they are relevant and practical and are supported by the latest technology.