WINNER: Mishcon de Reya
Mishcon de Reya’s focus on intermediaries and its business development (BD) team’s strategy to prioritise this area really caught the eye of the judges in this category. “The team’s significant impact on the firm’s impressive growth is clear to see,” said one member of the judging panel. “The focus on intermediary relationships is particularly innovative and smart.”
Intermediaries BD manager Jenny Stebbing and her team work with partners to structure and implement the firm’s intermediaries strategy and build sustainable commercial relationships. That involves managing relationships with intermediaries and tracking inbound and outbound referrals. The value of intermediary relationships has come into focus at Mishcon over the past two years. A review in late 2011 showed that each relationship varied hugely in scope, from the amount of revenue it generated to the way it was managed, to the suitability of the partnership and fit with Mishcon’s culture, values and strategy.
About Carter Murray
Carter Murray is a specialist recruitment consultancy specialising in the placement of marketing and business development specialists into professional services, with a specialist focus on law firms. With offices in London, Dubai and Sydney Carter Murray recruit across the UK, the Middle East, Asia and Australia at all levels from Assistant to Heads of/Director level within the Magic Circle, Silver Circle and for boutique City firms and West End firms.
Each of our consultants personally manages their own clients and takes the time to really understand both parties’ needs, providing focused, practical and constructive advice. Carter Murray has developed a fantastic network of legal marketing professionals around the world.
2ND: Baker & McKenzie
Baker & McKenzie London client and business development (BD) director Julia Hayhoe’s adoption of a ‘sales pipeline’ approach has helped boost revenue in the London office significantly by taking responsibility for identifying new prospects for the firm. The team is also extraordinarily adept at neatly summing up its contribution to the firm: “Revenue. Profitability. Relationships. Brand. These are the four areas where the London business development team makes an impact at B&M.” The judges agreed, with one highlighting a comment from a Bakers partner on the unusual depth of impact the BD team has on the firm, saying: “The major difference with this BD team compared with previous experiences is the level of insight and strategic advice they provide in advance of new client meetings.” The team’s members run programmes designed to build relationships with new clients, act as key advisers and work as genuine connectors within the firm. Impressive.
3RD: Harper Macleod
One of the business development (BD) team’s main responsibilities at Harper Macleod is to operate, manage and develop the Connect2Law referral and support network in Scotland. Led by partner Anne Macdonald, who doubles up as head of BD, the team has cemented Connect2Law as the key legal referral and support network and Harper Macleod as the trusted adviser to the legal profession. The team has also sought to align the firm strategically with key intermediaries who have influence on and can provide added value to the Connect2Law membership and introductions to the firm generally. Member numbers have increased by 22 per cent to 212 firms across Scotland. “The scale and growth of the team’s C2L network was a real surprise,” commented one judge. “The nomination clearly connected the team’s character and drive with that growth.”