Managing the Client Portfolio

Nitin   Nohria; Ashish   Nanda

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Case | HBS Case Collection | June 2010

Managing the Client Portfolio

by Nitin Nohria and Ashish Nanda

Abstract

The German country managing partner of a global law firm must decide how to respond to a corporate mandate to restructure its client portfolio. The case enables a discussion of different types of clients in a global professional service firm in terms of relative revenues, profitability, and strategic significance. It also highlights the tensions between local subsidiaries and corporate headquarters with respect to managing client portfolios.

Keywords: Attorney and Client Relationships; Management Style; Corporate Governance; Business Subsidiaries; Business Headquarters; Conflict and Resolution;

Language: English

Format: Print

4 pages

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