March 16, 2015
Michael Aiello, Chairman of Weil’s Corporate Department, was interviewed by The Deal on how to build and sustain successful client relationships. He notes that clients now expect their lawyers to be more proactive in identifying issues for the company than they typically have been in the past.
Mr. Aiello explains that law firms are now emulating investment banks by having relationship partners who play a similar role as coverage bankers in focusing on the institutional relationship between the firm and the company. He discusses how the relationship partner is responsible for thinking about the client’s needs across multiple departments and geographies, and can introduce the client to other lawyers at the firm who have specific expertise in a given area.