Cox Consulting works with leading law firms to improve their relationships with existing clients and develop their contacts with potential clients.

Dermot Cox’s background is in client research. I have personally interviewed hundreds of the largest law firm clients in financial institutions and corporates across the UK and Europe.

Recently I have taken on more of a long-term relationship management role. This means working for a limited number of firms in different parts of the market. It involves staying in regular contact with clients, approaching cold targets and working with lawyers and BD teams to implement key client account management and sales strategies.

Client relationship management is the new battleground for law firms. My work for law firms will always be founded on going out and talking to clients and targets about developments in their businesses and their experience of the firm concerned. For as long as lawyers fail to have such business discussions with their clients, ambitious firms know that it is better to pay someone to do it for them.

Talking – and listening – to clients in this way identifies new selling and product opportunities, reveals weaknesses in the firm’s service or client management and deepens the relationship.

Cox Consulting also publishes multi-client research reports. The second edition of Banks on Law Firms was published earlier this year. The many leading firms who have subscribed so far are taking the powerful conclusions very seriously.