How to win more business from clients
Looking to existing clients for new mandates makes sense: you know the client’s work and sector, it is easier to get cross-references, and it is more profitable than developing new clients.
Account-Based Marketing (ABM) is being used by companies to deepen and broaden their relationships with existing clients in order to develop their service offering and to cross-sell to other departments.
Through our ABM team you will learn how to target different stakeholders within the same organisation who are involved in the buying-decisions for legal services.
Our starting point is to conduct a survey with clients. Surveys not only create an opportunity for feedback–which clients appreciate outside billable work–but they also provide the basis for business development opportunities that address the client’s challenges.