Mid-market Mumbai corporate firm · 22 lawyers · 11 years
A senior partner with the biggest book of business — most of it built on personal relationships from her prior BigLaw years — accepted an offer from a larger firm. Within weeks, key clients followed. The remaining partners discovered the firm had no documented client relationship history outside the departing partner's head, no second-chair coverage built into key accounts, and no structured outreach to the rest of the client base to reassure them.
Like most Indian boutique and mid-market firms, all BD activity ran through individual partner networks. There was no firm-level account ownership, no shared client institutional memory, no contingency for a single-partner exit. Revenue concentration risk was sitting at ~40% in one partner and nobody had ever measured it.