​DLA, Hogan Lovells and Shearman: the long road to new client wins

Developing new client relationships takes time. Particularly if you’re targeting a very specific sort of business.

But last week, a number of firms demonstrated the array of proactive approaches that can be taken to build that coveted client base.

Take Hogan Lovells, for instance. Last week it emerged that the firm was working on its first-ever mandate for mobile payments group Monetise, having approached its finance director directly last October.

Meanwhile, Shearman & Sterling advised on its first deal for private equity house Bridgepoint. The win was a direct result of its investment in lateral partner hires last year, with private equity partner Mark Soundy bringing his relationship with the group from his former firm Weil Gotshal & Manges.

Finally, DLA’s UK corporate chief Bob Bishop revealed the secret to the firm’s success in bulking up its stock market clients – “identifying fast-growing clients across borders and practice groups”.

Essentially, the firm is seeking out young and dynamic clients within its chosen sectors, bringing them on board to bulk up its market share, and giving them a helping hand as they look to ascend the stock market.

Also on TheLawyer.com:

Jones Day has raided Ropes & Gray for high yield partner Jonathan Bloom
Irwin Mitchell, Jones Day and Kirkland & Ellis played key roles in the sale of 144 Travelodge hotels to Goldman Sachs, GoldenTree Asset Management and Avenue Capital
Ropes & Gray hires Travers Smith private equity rainmaker Phil Sanderson to bolster its European private equity offering
Funds boutique MJ Hudson has launched in Hong Kong, creating the firm’s third office alongside London and Jersey

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