Max Muller, the partner-in-charge of the Frankfurt office of an international law firm, has been asked to refine the list of clients with which his office is working. He tries to balance considerations of serving marquee clients, ensuring a steady volume of work, supporting global clients, generating profitable returns, and doing quality work as he reflects on how the mix of clients should look and what he needs to do to ensure that the client portfolio transitions in the desired direction.
The case helps students reflect on (a) the benefits as well as challenges of having different types of clients; (b) how to determine the appropriate mix of clients in a professional service firm; and (c) the change management challenge of achieving the desired mix.
Change Management, Client Profitability, Client Mix
Industry: Law Firm
Event Year Begin: 2009