Retaining Key Clients When Partners Retire
In most law firms, partners over age 60 control 20%-30% of total firm revenue. As those partners phase down and retire, that business is at risk – especially in an increasingly competitive marketplace. Firms must act now to develop transition strategies that preserve those client relationships.
This Altman Weil Webinar, Retaining Key Clients When Partners Retire, discusses how to identify and assess critical client transitions and systematically plan to prevent losses. We’ll outline some typical transition scenarios, set forth best practices to retain key clients during partner transitions, and discuss how to build strategies that will tie clients to your firm for the long term.
- Identifying high-risk / high-value transitions
- Establishing a framework for action
- Replacing a star: Rainmaker transitions
- Dangerous assumptions about institutional clients
- Transitions with no obvious successor
- Working with uncooperative partners
- Building a successor pipeline: Training and hiring
- Team selling and servicing clients
- Leadership roles in transition planning
Who should attend:
- Chairs and Managing Partners
- Executive Directors and other administrators
- Marketing and business development professionals
- Partners nearing retirement
- Every partner with a stake in the firm's success
Alan R. Olson, Principal, Altman Weil, Inc.
A complete flash recording of the audio and video portions of the webinar on CD is available for those who missed the program.
$295 plus shipping and handling for each CD recording.