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Get under the skin of your client's business

Mirror your services on your clients' interests, says Daniel Bellau

10 December 2013

Too often law firms strive to be all things to all people. At my firm, we have found a real benefit in focusing instead on offering a complete commercial service to a number of specific sectors where we have strong expertise: real estate, media, retail and fashion, travel ?and leisure.

Our clients see our services as separate sectors so we need to mirror that in the way in which we advise, consult and communicate with them. This requires us to work that much harder to understand where our value is to clients by really getting under the skin of their business which enables us to gauge more effectively what our best opportunities are. For instance, we are frequently instructed on standalone corporate actions such as mergers and acquisitions for clients in our specialist sectors, in which we involve experts in other legal disciplines. This often opens the door to those i...

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