Ian Muirhead: Professional connections - built on personal relationships

One of the main problems experienced by financial advisers seeking to establish business relationships with law firms, writes Ian Muirhead, is the latter consist of groups of individual practitioners with different specialisations and client needs. In many, if not most, cases, law firms lack central management and control with the consequence that they have difficulty in making collective decisions. In essence, democracy still prevails - to the detriment of commercial efficiency. This being the case, the best approach is usually to establish relations, and a personal rapport, with ind...