Corporate Counsel Single Out 335 Attorneys with the Best Client Service—By Name

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Corporate counsel point to 335 attorneys—by name—who deliver the best client service. These are the BTI Client Service All-Stars 2019.

Corporate legal decision makers single out each BTI Client Service All-Star—by name and in an unprompted manner. No attorney or firm can self-nominate, self-refer, nor pay to be included in this report. Clients have the final—and only—say.

This year’s BTI Client Service All-Stars lineup is robust. We see return performances as well as new All-Stars who make their debut. They are all bound by a single theme—the ability to stand above the rest. A few of note include:

We are particularly pleased to honor 1 BTI Client Service All-Star:

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H. Rodgin Cohen, Senior Chairman,
Sullivan & Cromwell

Mr. Cohen is named a BTI Client All-Star for an astonishing 16 years.

Only 17 attorneys manage to make the BTI Client Service All-Stars for more than 1 year. These individuals can read and stay ahead of client’s rising and ever-changing expectations:

4 Consecutive Years:        

Edward D. Herlihy, Partner
Wachtell, Lipton, Rosen & Katz

3 Consecutive Years:

Ron Chapman, Jr., Partner
Ogletree Deakins
A. Craig Cleland, Shareholder
Ogletree Deakins
Jonathan M. Moses, Partner
Wachtell, Lipton, Rosen & Katz

2 Consecutive Years:

Soumitra Deka, Counsel
Arnold & Porter
Daniel P. DiNapoli, Partner
Arnold & Porter
Marc O. Williams, Partner
Davis Polk
David E. De Lorenzi, Chair
Gibbons
Elizabeth A. Ising, Partner
Gibson Dunn
Brian J. Lane, Partner
Gibson Dunn
John W. Ursu, Attorney
Greene Espel



Monique A. Cenac, Partner
Jones Walker
Kelly C. Simoneaux, Partner
Jones Walker
Andrew S. Marovitz, Partner
Mayer Brown
Peter J. Covington, Partner
McGuireWoods
William P. Geraghty, Managing Partner
Shook, Hardy & Bacon
Sabastian V. Niles, Partner
Wachtell, Lipton, Rosen & Katz

Super All-Stars—2 Attorneys Named by Multiple Clients This Year:

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William P. Aiken, Shareholder
Chambliss, Bahner & Stophel

Mark Filip, P.C., Partner
Kirkland & Ellis

Cultivating Firmwide Success:
16 firms manage to develop more BTI Client Service All-Stars than other law firms. Please congratulate the following firms with more than 5 All-Stars:

Learn exactly what these attorneys do different from everyone else to stand out with legal decision makers and earn a prestigious spot among the client service elite.

Join us as we congratulate each and every BTI Client Service All-Star for their unmatched client service delivery.

You can download the complimentary copy of the full report here.

MBR

Based on more than 350 interviews conducted between March 20, 2018 and February 8, 2019

Clients Single Out 326 Attorneys for Superior Client Service

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Corporate counsel point to 335 attorneys—by name—who deliver the best client service. These are the BTI Client Service All-Stars 2019. Corporate legal decision makers single out each BTI Client Service All-Star—by name and in an unprompted manner. No attorney or firm can self-nominate, self-refer, nor pay to be included in this report. Clients have the final—and only—say.

This year’s BTI Client Service All-Stars lineup is robust. We see return performances as well as new All-Stars who make their debut. They are all bound by a single theme—the ability to stand above the rest. A few of note include:

We are particularly pleased to honor 1 BTI Client Service All-Star:

H. Rodgin Cohen, Senior Chairman
Sullivan & Cromwell

Mr. Cohen is named a BTI Client Service All-Star for an astonishing 16 years.

Only 17 attorneys manage to make The BTI Client Service All-Stars for more than 1 year. These individuals can read and stay ahead of client’s rising and ever-changing expectations:

5 Consecutive Years
Tracy E. Kern, Partner
Jones Walker
E. Joshua Rosenkranz, Partner
Orrick

4 Years
John T. Baecher, Partner
Norton Rose Fulbright
Stephen I. Glover, Partner
Gibson Dunn
Kirk T. May, Founding Shareholder
German May

3 Years
Edward D. Herlihy, Partner
Wachtell, Lipton, Rosen & Katz
Gregg M. Lemley, Shareholder
Ogletree Deakins
Randi C. Lesnick, Partner
Jones Day
Jennifer R. Mewaldt, Partner
Faegre Baker Daniels

 2 Consecutive Years
Ron Chapman, Jr., Shareholder
Ogletree Deakins
A. Craig Cleland, Shareholder
Ogletree Deakins
Gregory Carl Cook, Partner
Balch & Bingham
William Donovan, Jr., Partner
Cooley
Paula J. Morency, Partner
Schiff Hardin
Jonathan M. Moses, Partner
Wachtell, Lipton, Rosen & Katz
Richard R. Patch, Partner
Coblentz Patch Duffy & Bass
Rick Richmond, Managing Partner, Los Angeles
Jenner & Block

 

Super All-Stars—Attorneys Named by Multiple Clients This Year:

Anthony Alden, Partner
Quinn Emanuel Urquhart & Sullivan
Alan W. Beloff, Senior Counsel
Morgan Lewis
David K. Callahan, Partner
Latham & Watkins

Jonathan L. Corsico, Partner
Gibson Dunn
Sean C. Feller, Partner
Gibson Dunn
Frank Layson, Partner
DLA Piper

Cultivating Firmwide Success
Only 13 law firms are home to 5 or more BTI Client Service All-Stars. These firms account for 92 BTI Client Service All-Stars—suggesting a culture of client service permeates each organization. These 13 firms are:

Jones Day 16 – a new record
Gibson Dunn – 11
DLA Piper – 9
Arnold & Porter – 7
Latham & Watkins – 7
Ogletree Deakins – 6
Wachtell, Lipton, Rosen & Katz – 6

Cooley – 5
Morgan Lewis – 5
Polsinelli – 5
Seyfarth Shaw - 5
Sullivan & Cromwell – 5
Williams & Connolly – 5

8 of these 13 law firms are also singled out by clients in the BTI Client Service A-Team 2018, appearing on this year’s BTI Client Service 30.

We congratulate each and every BTI Client Service All-Star. They continue to exceed clients’ ever-rising expectations, as measured by the most demanding clients. Click here to see every attorney we celebrate for client service excellence as measured by clients—the sole and final judge.

MBR

Clients Shatter 2 Records Helping Latham Shatter $3 Billion in Revenue

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Clients are on pace in 2018 to record levels for spending the largest amount ever on outside counsel. At the same time, they rely on fewer law firms than ever.

Latham, which has just posted the highest revenue of any law firm, has been following and using these shifting client and market trends to its advantage for more than 10 years—it’s one reason Latham’s growth is in overdrive. 

Latham’s unprecedented growth is turbocharged by the firm understanding why clients are consolidating their work and then positioning the firm to pick up major chunks of new business with existing clients by delivering what clients are seeking.

Latham’s winning approach? Adopt the ‘provide-the-best-value’ approach, not the low-cost provider approach—and clearly this tactic is working.

This strategy becomes clear once you understand why clients are consolidating work.  

Improving Risk Management

The current round of consolidation is all about risk management and adding value. Clients have been cutting their law firms in an especially aggressive manner—dropping more than 19% of their firms over the last 3 years. On average, clients now have a record low 34 law firms on their panel, down from 42 firms in 2015. Clients’ goals with consolidation are to:

  • Streamline outside counsel management
  • Stop working with firms not adding measurable value
  • Have law firms build institutional knowledge about the company
  • Develop uniform understanding of their preferences among their law firms
  • Create uniform understanding around the risks they face

It’s Not About the Fees

Cutting your fees won’t keep you on the roster anymore. What clients are looking for most in their panel firms is: 

  • Knowledge about their specific risks and exposures
  • Vehicles to share and discuss this knowledge
  • Candor—how can they do things better and smarter
  • Tools—budget/progress dashboards and other tools where key information is now on-demand
  • Education on issues they need to know—going well beyond e-alerts

These criteria have big implications for how to develop big client relationships: 

  • Clients teams who don’t offer client-specific education programs will miss a major opportunity to upgrade the relationship. 
  • Play an active role in helping clients streamline their legal operations. 
  • Use client feedback to learn what tools clients have, what they want, and then give them more. 
  • Always be in an informal discussion with your client. Informal discussion provides the context for the formal requests— giving you knowledge no one else has, and you will learn about new needs before anyone else, too.
  • Offer to perform the work you know is coming down the pike—don’t wait for it.
  • Stick it out. Client growth is anything but linear. It will take more time to develop than you expect—and will then grow faster than you expect.

Clients have never been more serious about using their law firms in a more clever way. The market is still ripe for firms to execute this low-risk/high-return strategy, but success demands commitment, training, tools, and embracing the art and science of pulling all the pieces together to make it sing. Latham serves as highly visible proof of this concept. What more evidence do you need? 

BTI has helped some of the most successful firms in the world develop client growth plans. We would be happy to answer questions or discuss your approach.      

MBR/JPD

(Based on BTI research conducted on a rolling basis between February 2017 and December 2017. BTI conducted more than 350 independent, individual interviews with CLOs and General Counsel at Fortune 1000 companies and large organizations)