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Loyens & Loeff expands Benelux practice Benelux firm Loyens & Loeff has appointed three Belgian lawyers to the labour, commercial and corporate-law practice groups. Along with roughly 20 staff members, the trio will make the move to Loyens Advocaten-Avocats in Brussels, which is part of Loyens & Loeff. The expansion is part of a strategy to provide integrated legal services in the Benelux in the areas of tax and civil law. The lawyers joining Loyens are Christian Willems, Geert Bogaert and Grégoire Jakhian. Willems is a labour-law specialist and originates from Linklaters De Bandt. Bogaert and Jakhian are both specialised in commercial and corporate law and join from Bogaert & Vandenmeulebroeke. Loyens & Loeff’s managing partner Philip van Hilten said: “The arrival of these three experts and their staff will enable us to build on the reinforcement of our full-service practice in the Benelux. In early 2003, in addition to our tax practice in Luxembourg, we opened a civil practice led by lawyer Jean-Pierre Winandy. This makes us the logical choice in the market for large and medium companies operating nationally and globally. These clients can come to us for both tax matters and civil-law advice in the entire jurisdiction of the Benelux.” Orrick maintains European focus with partner relocation Partner Tony Princi, Orrick, Herrington & Sutcliffe’s co-chair of the firm’s bankruptcy and debt-restructuring practice, has relocated to London to support Orrick’s European insolvency and corporate-restructuring practice. The relocation of Princi follows the appointment of Adrian Harris in June last year to build a London-based European insolvency and corporate-restructuring capability. Princi represents corporate debtors and creditors and specialises in acting for bondholder committees in insolvency proceedings and out-of-court restructurings. Working closely with Adrian Harris, Princi will focus Orrick’s international restructuring and corporate recovery practice on cross-border transactions for major UK and US financial institutions, as well as leading accountancy firms. Princi said: “Globalisation has created significant opportunities in the corporate recovery and restructuring arena for firms with cross-border reach and debt-restructuring experience. Orrick has global-resource capabilities, and my move to practice out of the London office reflects our commitment to continue to expand these resources in response to the needs of our clients.” Intellectual property partner to boost Farrer & Co’s IP team Lesley Hall a partner specialising in non-contentious intellectual property and commercial law, will be joining Farrer & Co’s intellectual property team from December 2003. Hall has 15 years experience in the field of IP and is joining from Addleshaw Goddard where she heads the non-contentious IP group in London and has been a partner since 1999. Peter Wienand, partner and head of the IP team, said: “We have enjoyed a very busy year, particularly with the British Olympic Association partnership and getting the London Olympic Bid Company up and running. I am sure that Lesley will hit the ground running and we look forward to her help with the continued enhancement of the IP team’s practice and profile.” DLA regulatory group bolstered with FSA hire International firm DLA has hired Helen Marshall as a partner to further develop the financial-regulatory group. The move will support the client demand existing as a result of increasing regulation. Marshall joins DLA on 29 September from her current position as head of department in the enforcement division at the Financial Services Authority (FSA), where she was head of forensic investigation and responsible for the management of major investigations casework. Marshall’s appointment follows on from that of Peter Bibby who also joined DLA from the FSA in April 2002. Marshall will work alongside Bibby in leading the financial regulatory group. Bond Pearce recruits across offices Eight associates, including Julian Summerhayes have joined commercial firm Bond Pearce across its offices in Bristol, Exeter, Plymouth and Southampton. Managing partner Simon Richardson said: “In order to respond as fully as possible to the needs of our clients, we need to invest in developing a pool of talent that ranges across all our disciplines. These latest appointments are part of that ongoing process of identifying, selecting and grooming talent so that we develop and make full use of the individual skills provided by each member of the firm.”

Key account management: The cutting edge of business-to-business client development

Consolidation in the marketplace has created a fierce battlefield for firms competing for the biggest clients. For those who fail to think ahead, it will be a long-term struggle for short-term survival, and many will fall by the wayside along the way. Professor Malcolm McDonald, professor of marketing and deputy director at the Cranfield School of Management, argues the case for key account management in this difficult landscape, explaining how it can turn hardship into opportunity and profit.

Key account management: The cutting edge of business-to-business client development

Consolidation in the marketplace has created a fierce battlefield for firms competing for the biggest clients. For those who fail to think ahead, it will be a long-term struggle for short-term survival, and many will fall by the wayside along the way. Professor Malcolm McDonald, professor of marketing and deputy director at the Cranfield School of Management, argues the case for key account management in this difficult landscape, explaining how it can turn hardship into opportunity and profit.

The whys and wherefores of the relationship partner

For many lawyers, who have worked for so long within the individualistic culture of the partnership model, firm-wide client management is an elusive dream, rarely fulfilled. Ian Reaves, partner in charge of client development at Hammonds, argues that the answer lies with the relationship partner, a position that can drive a firm and its people to new heights of success and profitability.

Management and performance reporting: How well do you know your firm?

Management reports are essential to gaining and disseminating important information about a law firm, including its people, processes and profitability. For those firms that do it well, the rewards include better management, reduced risk and ultimately, increased profitability. Justin North, a consultant at Baker Robbins & Co, explains the risks of inadequate performance reporting and how firms can use their existing systems to get it right.

A positive end to the year

The past month has seen firms across the UK publishing their end-of-year accounts, with some notable success rates among the varying reports.

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