Placeholder

Commercial Awareness Compass

Clients and Counsel: inside the real dynamics of legal relationships with BCLP and Aviva Investors

Placeholder

Daniel Burnand & Jonathan Price

Daniel is a Partner at BCLP. He is experienced in complex development and investment real estate transactions across a range of sectors including office, retail, logistics and infrastructure. Jonathan is General Counsel at Aviva Investors. He has extensive experience in the financial services sector both in private practice and in-house, both in the UK and cross-border.

Published Thu, 12 Feb

This episode is part two of a two-part podcast series examining the commercial realities of a law firm from the client perspective, how firms are chosen, how relationships are built, and what drives long-term client loyalty.

Clients aren’t hiring logos, they’re hiring people and teams they can trust. This episode follows a real client–firm pairing and lifts the lid on how legal relationships are fostered and maintained. In an industry as competitive as law, technical excellence is assumed, what wins work is tailored thinking, honest dialogue and genuine contact at every level, from paralegal to partner.

Panels, pitches and procurement are important, but the human element makes the difference. Inclusion, shared values and day-to-day behaviours turn legal suppliers into real partners. What does a client look for beyond a glossy deck? How does a firm show value between deals? And which habits help juniors grow into trusted advisors?

Register for free to read the full article

Unlock access to exclusive resources! Register to gain insights, study guides, and career tools.

REGISTER FOR FREE

How AllAboutLaw Events work

  • Discover events

    Explore a wide range of legal career events tailored for aspiring solicitors. Whether it's a virtual fair, panel discussion, or skill-building workshop, find the perfect event to suit your career goals.

  • Schedule and attend

    Sign up for upcoming events, manage your schedule, and easily track the events you're attending. Stay on top of your legal career journey with our user-friendly platform.
Success!

Operation completed successfully.

Error

An error occurred. Please try again.