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Law firms should invest, without charge, in key clients

An article in ManagingPartner, Vol. 7, Oct. 5, 2004, mentions a situation in which the law department of a major company invited six firms to visit headquarters for a day. Only two firms showed up. “The others couldn’t see the point in giving up of the day to come and talk about the relationship.” Shocking.

Law firms ought to regularly and gladly invest their time in strengthening their relationship with key law departments and their knowledge of those departments’ clients. By the same token, law departments ought to evaluate their key law firms in part on those firms’ willingness to invest in the ongoing relationship.