Client Strategy in a Changing Legal Market

Develop resilient client strategies that increase profits whilst delivering real value to your clients

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  • Publication date: March, 2010
  • Pages: 107
  • ISBN: 9781907787393
  • This book will develop SRA competency:


Without the ability to attract and retain clients – at a price which delivers an acceptable level of profitability – your business is simply no longer viable. 

Constant review of your client strategy is vital to ensure the emerging needs of your clients and your firm’s competitive capabilities remain aligned in a radically shifting market.
With in-depth analysis of the tools, methods and strategies available, Managing Partner's Client Strategy in a Changing Legal Market report will enable you to develop resilient client strategies that will increase profits whilst delivering real value to your clients. 

Subjects covered include: 

  • Strategy in the New World Order – the options available and their implications; 
  • The forces driving change – industry and client perspectives; 
  • Core tools and models for client strategy development:
  • PESTEL analysis; 
  • 5-Forces analysis; 
  • Internal capability auditing; and 
  • Scenario and contingency planning.
  • The impact of alternative fee arrangements; 
  • What clients value from a competitive perspective; 
  • Choosing your clients - segmentation, targeting and positioning; 
  • Using innovationto develop client strategies that deliver results; 
  • Using value curves to improve client service strategy; 
  • Emerging business models and their effect on service delivery; 
  • The role of the partnerin delivering client strategy; 
  • Overcoming the cultural and organisational barriers to change; and more…

Respected author and consultant to top international law firms, Andrew Hedley, draws on leading case studies from firms, clients and agencies – CMS Cameron McKenna, Carillion, Epoq, and Fronterion – to provide you with a comprehensive review of the market place.

Best practice guidance also allows you to extract the experience and knowledge of those who are currently succeeding ‘in the field’. 

Begin delivering real service to your clients.


Chapter 1: A strategic perspective

Chapter 2: Forces driving change

Chapter 3: Choosing your client

Chapter 4: Client strategy development

Chapter 5: Developing a new approach to service strategy

Chapter 6: Making it all work in practice

Expert analysis 1: Acritas – How to build a world class law firm brand

Case study 1: CMS Cameron McKenna – The future of fees

Case study 2: Carillion – The relationship between general counsel and the law firm

Case study 3: Epoq – Client strategy in the changing legal market

Expert analysis 2: Hedley Consulting – Outsourcing the core

Expert analysis 3: Fronterion – Legal outsourcing’s emergence as a strategic priority

Check our Executive Summary and full table of contents here


Andrew Hedley
Andrew Hedley works with the leaders of law firms on issues of vision, strategy, and change. He established Hedley Consulting in 2005 after almost a decade as the business development director of two UK top 20 international law firms. His practice is recognised as a leading boutique strategy consultancy within the legal sector.  Andrew is a recognised expert in the field of law firm mergers. Whilst working within private practice he was a member of a small strategy group tasked with pursuing M&A opportunities which led to the execution of a number of significant mergers as well as numerous early-stage negotiationsand evaluations. He has carried this expertise through to his consultancy practice and now advisesfirms at all stages of the merger process – from creating initial strategy, to candidate firm identification and evaluation, through the full negotiation and business case development process and, finally, postcompletion implementation strategy and delivery. Andrew’s wider practice is focused on the legal sector and issues of vision, strategy, and change in what is an increasingly dynamic and unpredictable market. He is engaged by firms on both a project and retained basis to assist in developing strategy which responds to these challenges and creates sustainable competitive advantage. In addition to his strategic project advice, Andrew is also much sought after as a strategy group guide for away-days, a partner retreat speaker, workshop facilitator, and moderator.He has written numerous articles and masterclass features on the subject, as well as contributing chapters on the topic to published works, including The Law Society’s Law Management Section Merger Toolkit (2012). He is on the editorial advisory board for Managing Partner magazine and writes a monthly column on the topic of mergers which has been widely acclaimed. He is also the author of Ark Group’s Developing Strategic Client Relationships (2008) and Client Strategy in a Changing Legal Market (2011). Andrew is also on the advisory panel of NetworkMP, a leading peer network for managing partners of professional services firms. He sits on the judging panel of the MPF European Practice Management Awards and The Lawyer Management Awards. He is also the course director of the Cambridge Marketing College CIM Professional Diploma in Professional Services Marketing. Andrew has been admitted as a Fellow of the Institute of Directors, the Strategic Planning Society, the Chartered Management Institute, Cambridge Marketing College, and the Royal Society of Art. He is a member of the Triple Nine Society and the Cum Laude Society of the USA. Andrew can be contacted via email at Hedley Consulting. For more information please visit their website.