HuthwaiteFleming: Articles

35 Articles Found. Displaying page 1 of 4:

Creating client value - sales through service

Published in Practical Law Company Magazine

Peter Fleming of HuthwaiteFleming discusses the service/sales continuum

Creating client value - sales through service

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Driving change at Keoghs

An innovative approach to client account management

Keoghs is one of the foremost insurance litigation firms in the UK and is recognised today as one of the most innovative and forward thinking around and, as a result, has seen unprecedented growth in recent years. Yet this very success has brought with it new problems, demanding a similarly radical approach to client account management and development. Keoghs and HuthwaiteFleming worked closely to develop a tailored programme which has improved levels of client retention and growth in line with established Keoghs development targets, together with a positive impact on the practice's client satisfaction scores.

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The client connection

Kate Fleming outlines the lessons in business-development strategy that can be learnt from HuthwaiteFleming's client aquisition survey

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Adding value without losing out - How to create real value for you and your clients

Many people talk about 'adding value' in the context of the client/seller relationship. Surprisingly however, when we scratch beneath the surface of this idea, we've found there's often not much 'value' and it's very rarely 'added'.

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If your clients aren't seeing sales people, who are they seeing?

In normal times responsibility for sales obviously lies with partners and senior fee earners. Hardly surprising given these are the people with both the opportunity and the capability to sell. But what happens when times get tough? What happens when, because of economic uncertainty, or lack of liquidity, or a simple crisis of confidence, clients simply stop seeing sales people at all?

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Enhancing the value of training - It's not just about the 'what' but the 'why' and the 'how'

Published in PSMG Magazine

In today's tough economic climate, every aspect of a professional services business can benefit from improved skills.

Enhancing the value of training - It's not just about the 'what' but the 'why' and the 'how'

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Improved service

Knowing what clients want beyond legal skill is the key to success

Many lawyers continue to trade on their knowledge and expertise, in the erroneous belief that this will be enough to keep clients happy.

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When the going gets tough

Published in Law Business Review

Tough economic times require strong company-wide action. Peter Fleming discusses how, by putting client acquisition and sales at the forefront of your firm, you and your practice can survive and thrive in a recession.