It’s rare to be able to get your hands on success statistics so I was interested to see an article in The Lawyer (30th November 2012) which showed how Freshfields’ CRM is faring. The article indicated that:
- Freshfields Bruckhaus Deringer has seen fee income from its top 30 clients increase by 16% over the last year on the back of a client relationship management (CRM) programme introduced by London managing partner Mark Rawlinson in October 2011
- The programme is run by IP/IT head Richard Lister and Head of London marketing and business development Lucy Murphy
- The firm increased the number of partners assigned to each key client to two or three
- The CRM programme has also increased cross-selling to other practice areas – with 42% of London growth coming from focus clients in 2011-12
- The firm’s largest UK clients include Tesco, BP and CVC Capital Partners
