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.
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.
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