denotes premium content | Nov 22 2008 Feature
posted 7 Mar 2008 in Volume 2 Issue 6
Case study: Mallesons Stephen Jaques
Does the partner ‘own’ the client? Or maybe the client belongs to the firm? Where does BD fit in? Can we ever really ‘own’ any client?
There are differing views on the role of the marketing or business development (BD) function when it comes to clients. How many BD teams feel that they own a part of a client relationship? Over the last year or so I have been preoccupied with the question of ‘how close to the client can/should BD get?’
Clearly there are many additional questions that arise immediately
The rest of this article is available to paid subscribers only...
If you are already a subscriber, please log on.
If you would like to take out a subscription, click here to subscribe.
