Page 20 - DWF Annual Report 2017

1. Understanding our clients

We collaborate closely with and establish a strong connection with our clients, creating a platform which
enables our clients to achieve their commercial objectives. We are market leaders in the use of client-tailored
technology, including creating and developing bespoke solutions and using data as an opportunity to inform
better decisions. Sector insight is key to our ambitious market strategy. Through greater industry knowledge
and a better understanding of their needs we are able to go beyond expectations.

Why this is important?
In repeated research, the number one reason for clients discriminating between legal service providers is
the degree to which their business is understood.

Strategic progress: Technology and sectors

Strategy Progress
• Where our competitors struggle, • Demonstrating sector insight • Cross-sector competence Groups
we will lead the way in the has resulted in winning new are focusing on InsureTech
development and use of client- clients such as Uber, where and CyberSecurity, working
tailored technology. we used our ‘doing things together across technology
differently’ strategy as a and insurance sectors to identify
• Sector insight is key to our go to market real differentiator. new opportunities.
strategy. In everything we do our
industry expertise will shine through. • Total new client revenues • Recent campaigns including
across the sectors in ‘The Future of Food’ and
• The real key to technology is FY 16/17 = £20m. ‘Why transport is key to economic
understanding where its prosperity’ bring sector insights,
application can deliver the greatest adding value to our clients and
advantages to our clients. generating new work.

Strategic progress: Client management

Strategy Progress

• The way we approach our client • Every Top 40 client has an • A more bespoke approach to
relationships is making us different – up-to-date client plan and clients – this ensures clients are
going beyond what is expected of us. team with clear objectives. introduced to only the products
Understanding that the role of a and services they need and will
General Counsel is far more than just benefit them.
legal work – it's about assisting them • Each Top 40 and Development
with the business of law. Client is visited at the very least
annually by a client relationship
• We now offer a more structured manager – which has led to
approach for our clients – offering a deeper understanding of
multiple touchpoints within our many clients and their very
business and educating them as to specific needs.
what we can really do for them.

• Institutionalising our relationships – • Acting as a strategic partner to
the strategy is already beginning to our clients ensures a closer, more
show real benefits to both us and strategic and ultimately stronger,
our clients. longer-lasting relationship.