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Americans are known for being go-getters. So when insurance giant Aviva kicked off its panel review earlier this year, you can bet it was a US firm taking a different approach. The London office of Los Angeles-based litigation specialists Quinn Emanuel Urquhart & Sullivan effectively cold-called Aviva in a bid to get in front of the legal team.
“They got in touch and came in to see us,” Aviva European GC Monica Risam explains in this week’s lead feature. “We thought that, given the fact that historically Aviva has grown through bancassurance agreements and that can cause conflict problems for our core firms, it would be a good idea to have in our back pocket a firm that had no banking client relationship issues should we ever be in a position where we had to litigate. We were open to seeing the firm because we knew it had a good reputation and decided it was a good idea to have it tender.”
Naysayers out there, take note. Quinn Emanuel’s cold call ultimately paid dividends – the firm was appointed for specialist dispute resolution work.