Career Clinic: Do expensive BD activities win work?
"Do we really need to spend money on full-on corporate entertaining to win clients? To what extent do boxes at Lord's, days out grouse shooting or tickets to rugby internationals actually cement client relationships? Oftentimes it can feel like the life of a partner is little more than a stomach-increasing succession of expensive lunches and dinners staged in the hope of winning work and keeping the teams working. To what extent should I be worried that my firm's business development budget has been slashed and coffee, rather than lunching (let alone grouse shooting) is the order of the day?"
August 10, 2009 at 05:29 AM
1 minute read
"Do we really need to spend money on full-on corporate entertaining to win clients? To what extent do boxes at Lord's, days out grouse shooting or tickets to rugby internationals actually cement client relationships?
"Oftentimes it can feel like the life of a partner is little more than a stomach-increasing succession of expensive lunches and dinners staged in the hope of winning work and keeping the teams working. To what extent should I be worried that my firm's business development budget has been slashed and coffee, rather than lunching (let alone grouse shooting) is the order of the day?"
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