Passle CMO Series Podcast

Episode 102 - Michelle Murray on Key Client Programs: What Your Firm Needs to Know

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Effective Key Client programs can be the defining factor to the overall success of a firm. 


In this episode, we delve into the world of Key Client programs and their significance in driving business growth. We have the privilege of speaking with Michelle Murray, an experienced professional who has written the playbook for implementing successful Key Client programs. 

Michelle joins James Barclay to share her expertise as an LMA President, Global BD Director, CMO, and Strategic Projects Director, as we explore the critical aspects of Key Client programs and learn valuable insights from Michelle's wealth of experience.

In this conversation, Michelle and James explore: 

  • How to describe and introduce a Key Client program to a firm
  • The key steps involved in launching a successful Key Client Program
  • What an effective Key Client program looks like, and how to assemble the participants
  • How to determine the level of service provided in a Key Client program
  • How to build consensus within the firm for a Key Client program, and how to allocate resources
  • The most common mistakes firms make when implementing Key Client programs
  • The key metrics to measure the success of a Key Client program
  • Advice to others looking to create a successful Key Client program 



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