There is so much common sense in this article, but it is often difficult to engage with partners to open up their clients and access to them to the wider team.
Perhaps the starting point is to encourage partners to understand their own strengths and weaknesses and how the wider team can compliment what is missing.
Sometimes the answer can come from the most unlikely source. I remember once being the youngest and least experienced in a meeting of very senior comms and marketing people who were trying to come up with a solution to what to me seemed a very simple task. Luckily I had the confidence to speak up and I was congratulated on my 'genius' suggestion.
Some of the best leaders I've worked with over the last 20 years will often turn to the most unlikely person in the room to ask what they think.
A review of one firm's relationships with its 300 biggest clients revealed a scary truth: Of those clients served by a single partner, roughly three-quarters said they'd consider moving their business to a competitor if their relationship partner left. But of those served by two or more partners, 90 percent said they'd remain loyal to their existing firm.
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