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Voice of the Client: Chief Client Service, Experience and Value Officers in Law Firms

By Julie Savarino
October 01, 2018

In recent years, there has been significant growth in the number of dedicated “Chief Client Service Officer” (CCSO)-related positions within leading law firms. To date, approximately 35 of the top 500 law firms have a full-time, in-house, dedicated CCSO professional. (Most major law firms have had full-time, in-house marketing and business development (MBD) department staff in place for years. Part of their responsibilities may be client service, but MBD staff usually have many other demands on their time and are not 100% dedicated to the client service/experience role. For example, the main focus of many traditional law firm Chief Client Development Officers and Chief Marketing & Business Development Officers (CMBDOs) is to manage all marketing efforts, identify and coordinate leads, assist with (and sometimes directly participate in) RFPs, work with lawyers to help develop proposal strategies and development plans, and monitor and manage new client development (to ensure that multiple lawyers are not going after the same client in a disjointed manner)).

While some CMBDOs and MBD staff members participate in client-service-centric projects and tasks, client service is most often not their sole focus. Further, MBD positions and roles most often end once the client comes into the firm and may not include much (if any) direct client communication. In many major law firms, there is still no single, dedicated client service professional focused on existing and new client relationships from the cradle to the grave.

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