Firms invest thousands of dollars of time preparing capability statements and pitches to convince new or existing clients to choose them for a piece of work. How does this investment of time and money stack up in terms of return on investment? Often it does not. Firms that are most successful at pitching often have built relationships with clients or prospective clients way before the opportunity to pitch lands on their desk. They also leverage strong relationships with existing clients to effectively grow their share of wallet rather than pursue new client relationships.
In this session, Marlo Osborne-Smith will share strategies and techniques on how to position your stakeholders and create deep relationships with clients that will hopefully bypass the need for a capability statement or pitch and enable you to build deep and wide ranging relationships across in-house client teams.
Marlo Osborne-SmithHead of Clients, APAC, Herbert Smith Freehills
Marlo Osborne-Smith is the Head of Clients, APAC for Herbert Smith Freehills. In this role, Marlo leads the HSF Australian CRM team in supporting the firm’s most significant clients through coaching, account management and enhancing the client experience. She sits on the firm’s Clients & Sectors leadership team and also has responsibility for managing two major client accounts.
Marlo has worked in the legal industry for nearly two decades having kicked off her career as an Articled Clerk at Arthur Robinson & Hedderwicks, now Allens. During her career, Marlo has been fortunate enough to work for several top tier law firms including Freshfields and spent six years living and working in Asia.
In her ‘spare’ time, Marlo enjoys spending time with her family, including kids Chloe and Sam. She is also fond of food, wine and exercise – not necessarily a great combination!
Click here to view Marlo’s LinkedIn profile
ICON Members: $110 AUD (inc GST)Non-Members: $130 AUD (inc GST).
Upcoming sessions in 2017:
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