Bulletproofing the Crown Jewels
Posted By Rob Millard - 0 Comments -
It is obvious that any strategy that is not focused squarely on one's clients is nonsensical. But which clients? Should the focus of the strategy be diffused shotgun-style over the whole client list, or rifle-like on the firm's key, "crown jewel" clients. James Hassett argues strongly for the latter in a two part piece in his blog Law Firm Business Development. Part 1 is here and Part 2 is here. The articles reference my friend and colleague Gerry Riskin quite heavily, and also Edge's 'bulletproofing' methodology for protecting one's crown jewel clients from predation by competitors. (For more information on 'bulletproofing,' please email me.)
BTW: Just to be different, the crown jewels pictured above are not the English but the Scottish regalia. Also known as "The Honours of Scotland," they consist of a crown, sword and sceptre. On the Union of the Crowns in 1603, the Scottish crown jewels were left in Scotland when King James VI of Scotland inherited the English throne. They are now displayed in Edinburgh Castle, as is the Scottish royal throne, the "Stone of Destiny," which was returned to Scotland from Westminster Abbey in 1996.
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