The end of the alliance?
Iberian Lawyer, 09/01/2014
“With experts saying the traditional law firm alliance model is going bust, new specialised and strategic options are emerging in the market. Clients are questioning the value of alliances, and so taking an ‘offensive’ approach and having an integrated strategy are key if they are to remain a viable model …
Today’s clients fall into two distinct groups, according to Rupert Cruise, a Consultant assisting law firms worldwide on their alliances and referral relationships – those that like to go to ‘one-stop-shops’, like a Clifford Chance or DLA Piper, and then the more sophisticated clients that are choosing not to pay global firms to project manage. “Clients used to be evenly split between these two groups, but research indicates that the picture may be changing, particularly in emerging markets. A recent Acritas study investigating the demand for legal services in Africa shows that over 55 percent of multinational clients prefer to contact local law firms direct.”
That view is echoed by in-house lawyers themselves. ..”
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