build the right client mix. mute the noise. 

“Firm X has 200 strategic accounts,” or “Firm Y is going big with key account management.”

“Firm ABC has relationship managers for their top 100 clients,” or “Firm Z has a formal client team program.”

Does your head hurt from the cacophony of noise around client care and feeding? stage can help. Our approach to key account work starts with three imperative questions.

1. Are your current relationships with clients strong enough to merit an investment of time, marketing resources and money?

2. Will your client engage with you as a super fan and promoter?

3. Do you have a diverse leader and team strong enough to merit an investment?

If…and only if you have an affirmative “yes” in response to each question, then the real account management work begins - with relentless execution. Our key account playbill includes:

• Identifying and developing lawyer leadership and supporting cast (leader/ lead associate/manager) roles and responsibilities around client care and marketing

• Client expansion templates and frameworks

• Client journey mapping

• “Look-book” for key relationships 

• Menu of customer delights

• “Setting the stage” - new matter/relationship conversations

• Debriefs - conclusion of matter/pitch win or loss

• Secondments

• Business development metrics + KPI’s

• Succession planning

• Collaboration + coaching

Our key account management framework integrates Smart Collaboration. In partnership with Dr. Heidi K. Gardner, Harvard Law School's Center at Gardner & Co.™, we are accredited and trained to access and administer the Smart Collaboration Accelerator™ for teams and individuals. The Accelerator is a differentiated 10-minute psychometric assessment that is action oriented to achieve commercial outcomes for clients and teams across all industries. Its purpose is to bring together deep functional and industry expertise to drive unique insights and drive strategy and execution by enhancing collaboration across silos. Leveraging the Smart Collaboration Accelerator™ and utilizing the profile will complement teams to deepen and broaden relationships.

Client work with stage starts with a “how might we” conversation and assessment. We construct the right key account mix to grow your client base and your firm. Wait, read that one more time, as the order is intentional…the right key account mix for your client base.