denotes premium content | Aug 21 2008 
Feature
posted 1 May 2003 in Volume 6 Issue 1
People and culture
The current legal landscape is uncertain and the coping strategies, as firms wait for better times, are varied. We have witnessed cut backs across some of the most successful firms of recent years and de-equitisations have sadly become a feature of an enduring economic downturn. It is refreshing, therefore, to see some firms making the most of the market conditions to actively expand, whether that be through merger or greenfield expansion. In this month’s People and Culture section, Caroline Poynton talks to Ralph Baxter about his career progression and leadership of Orrick, Herrington & Sutcliffe, LLP, a firm making its mark with rapid European expansion in London, Paris and Milan.
Ian Reaves also gives an insight into his role as a partner in charge of client development at Hammonds. Selling remains a dirty word for many lawyers and the ethical responsibilities of the legal profession demand a careful approach to the way in which legal services are bought and sold. Reaves, however, focuses on the internal importance of cross-selling and his role in fostering a culture of communication and sharing. His article reflects a real sea change impacting the internal operation of many firms and it will be interesting to see how many more firms will take the step of appointing a specialised relationship partner like Reaves.
