How Aviva got tough with its panel

Business gurus might wag their fingers and tell firms to do X and Y, but everyone knows that nothing beats the inside scoop. So, at your service, we got the real story on the insurance giant’s much-awaited panel review.

We won’t lay all our cards on the table just yet (for that, you’ll have to read our lead story) but we promise that we’ve dissected Aviva’s tender exercise in minute detail, from day one to the announcement of the successful firms.

Aviva’s Monica Risam, working closely with her procurement colleagues, got tough, demanding a fee discount of up to 25 per cent for firms pitching for the plc-level panel. The shock news was that Clifford Chance failed to win a spot as Aviva reappointed Slaughter and May while giving the nod to newcomer A&O for the plc roster.

We also reveal that a bit of cold-calling can work. Litigation wunderkind Quinn Emanuel Urquhart & Sullivan scored a meeting with Risam and ended up winning Aviva’s dispute resolution business.

Business gurus, take note.

Also on

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  • Manchester-based firm JMW Solicitors has secured £2.5m to invest in future growth by moving its banking facility from Royal Bank of Scotland (RBS) to Barclays
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