Case Study

Osborne Clarke

Client/Employer
Osborne Clarke (International Law Firm)
Type of Support
Growth Business Improvement
Appointment
Business Development and Strategy Lead (Energy & Utilities and Defence Practices)
Disciplines
Business Development, Key Account Management, Marketing, Strategy
Sectors
Renewable Energy, UK National Utilities, Defence
Geographical Remit
UK, Europe
Type of Contract
Interim

Testimonial

I wanted to thank you again for your fantastic support over the 7 month period you spent with us at Osborne Clarke. As you know, we are in the process of planning our sector first business development strategy and your guidance, ideas and methods were hugely valuable to me and the Energy sector team here at OC. The processes you introduced will continue for a long time, based as they are on identifying valuable observations and actions and avoiding dangerous pitfalls where we could have otherwise accepted process for process sake. We will remain grateful to you for the dedication you provided during your engagement with us and we wish you every success with your future engagements.

David Ferris, Partner and Head of Energy and Utilities, Osborne Clarke

Challenge

Having formed two new divisions, the leading law firm needed to develop a compelling set of legal propositions and effective business development processes for its fledgling Energy & Utilities and Defence practices.

Solution

As the interim head of Strategy, mentoring the partners in business development best practice was a central element of my role.

I instigated development of the key account management systems and process, led the preparation and delivery of key sales pitches, and set up the first four accounts.

Assisting the firm's Senior Partner, together we set up and implemented robust planning and reporting processes to manage future business development performance.

Results

Following the set-up, implementation and hands-on demonstration of this suite of business development processes, the systems were in place for the new permanent sales and marketing team to direct and drive the profitable growth of the new practices.