It is really very simple: you can fail to win a client by ‘getting culture wrong’ and you can lose a client for the same reason. This highly interactive and experiential session led by cultural expert Peter Alfandary, joined by a panel of lawyers with considerable experience of working internationally, will examine the impact of understanding clients’ national cultures on successful and durable client relationships: why culture really matters in terms of excellent client service; what clients expect; and what can go wrong both internally and externally when there is cultural misunderstanding with lawyers in other jurisdictions and with international clients. How does the pitching process vary across cultures, how should firms tailor their business development strategies in different markets and what are the key things to know in order to maintain profitable, culturally intelligent and sensitive long-term client relationships?