Firms Face Big Risks In Culling Small Clients

By Gavin Broady (May 29, 2015, 8:33 PM EDT) -- Bryan Cave LLP's top brass urged attorneys in a recently leaked memo to start pushing smaller clients out the door, and while experts say culling low-return work can be smart business, they warn that cutting ties too hastily can put long-standing relationships and future growth at risk.

Recently anointed Bryan Cave Chair Therese Pritchard gave her team 30 days to start cutting loose around 1,300 low-billing clients that have not shown growth potential over the last three years, in response to a recent internal survey revealing that 75 percent of the firm's recently acquired clients were billing out below the $20,000...

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