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Managing the Client Portfolio

 Ashish Nanda and Nitin Nohria  
Product number:
HLS 10-09
4 pages
Product Type:
Link to Faculty Author Page:
Link to Free Educator Copy:
November 25, 2009


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.

Learning Objectives

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.

Subjects Covered

Change Management, Client Profitability, Client Mix


Geographic: Global

Industry: Law Firm

Event Year Begin: 2009

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