1. Increasing the amount of people and places you make contact with at the client organization. For example if you live in the same neighbourhood and your kids go to the same schools you have more places to connect, share and things to promote in common than if you met at the association convention at International Bar Association meets in Spain once a year. Therefore in a client if you had access all across the client organization in different contexts it would be more helpful than if you had just one: the legal department.
2. Get more partners meaningfully involved with the client: When three partners are paying attention to a clients business on all levels it will show in response time, the quality of work and advice the firm produces and the way the client feels whenever issues that involve the law firm come up. It is like courting a lady devotedly, she will know that something is going on.
3. Get more service areas paying attention to the needs and potential wants of the client: Each practice area has something to contribute to the clients business goals and can put forward ideas to address different parts of the client business such as its VAT with tax, its international contracts with vetting and regulatory bodies and its local projects to put the right foot forward.
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