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Merging clients: How merging law firms can avoid losing clients

Merging law firms are at risk of losing more than a fifth of their clients. Louise Fleming and Steve Lee speak with law firm leaders about how they keep clients at the centre of merger processes

26 November 2015

Whenever a law firm merger or acquisition is announced, there is often much speculation about who will be the managing partner, what the outcome of the partner vote is likely to be, what the newly-merged firm will be called and which offices will be closed. But, a business should not merge for merger's sake. A merger is a means to achieve your strategic objectives and, in a professional services firm, this should come back to serving clients.

"The clients' views are paramount," affirms Andrew Leaitherland, managing partner of DWF. "Often, it is alignment with the client's business that leads to the approach being made in the first place. Sometimes it is an opportunity to service particular clients in new locations, sometimes it is an opportunity to do different types of work for the client through the merger and sometimes it is adding more of what you do. In all cases, though, it is the clien...

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