Managing Client Relationships as an Investment Banker, Lawyer or Consultant

Goldman Sachs managing director and Law School adjunct professor Jim Donovan shares his insights on the skills necessary to manage and cultivate client relationships. Donovan is responsible for advising many of the largest corporate and individual clients of Goldman Sachs. (University of Virginia School of Law, Nov. 6, 2015)

[CharlieGeorge_]

This guy never has a problem getting into Dorsia

[Avengerie]

Impressive. Very nice. Let's hear Paul Allen's client relationship management strategy.

[nathanisaac]

dude is the embodiment of zeal, diligence, and perspicacity

[goodlife]

Did this guy say the word “um” once in 17 minutes? Impressive presentation

[sevillachea]

Building Skills
1. Find somebody who's really good at what you want to achieve, and learn from them.
2. Put ego aside when you are shadowing them.
3. Skills are not innate, they are learnt.

Client Management
1. Take the opportunity to build a strategic client relationship beyond contracted work scope.
2. Be opportunistic, and aim to be a go-to for clients.
3. Get them talking.
4. What clients value more than analysis is solutions and creative workarounds.
5. Uphold credibility and put the client first.
6. Be realistic about work-life balance - it is a competitive industry.
7. Positivity is contagious. Be upbeat.
8. Learn the jargon. Take classes in business and law to improve competency.

[aeffebb]

Whenever I wanna freshen up my presentation skills, I always end up watching this video.

[sayansarkar]

Chemical Engineering from MIT; MBA from MIT Sloan; JD from Harvard Law.
This dude is 🔥

[tito-talk-show]

This is an amazing speech.
Add value - listen - strategize - be honest - outwork and always be working for one purpose: when your client has a problem, you need to be the way for solution building. This will make you money. It’s good for your client and your future.

[MahboobHyderabadwala]

Tips from the Talk

1) Join & Learn from Experienced Practitioners
2) Become Strategic Adviser for Client on Anything & Everything
3) Ask open ended questions - and listen with empathy
4) Be Creative - find solutions even in a dead end - atleast show you are trying
5) Put Client First - give beneficial advice to clients even if you lose Fees for such resulting Client action
6) Tell the Client You are always there
7) Be Upbeat - Always Show positivity before the clients
8) Learn the Business world of the client

[didxogns]

whenever I am struggling in law school, I watch this video. His advice is so valuable and real. Also, this is why I don't want to be in big law lollll

[zhengye]

Advice from Goldman Sachs MD 1. Find a model 2. Strategic advisors 3. Ask open-ended question 4. Be creative 5. Put the client first -> advise company even it is not in your interest, work really hard and convince them you are there for all the time 6. Be upbeat- don’t let the clients know that you are not happy

[nidulamaknidulamak]

This guy game straight out of the matrix.

[darkheart]

This guy is so articulate! Really, I never catch him saying "umm".

[kaiwalyamuley]

How nice it is to get these priceless, valuable pieces of advice for free.

[EvelynGrace-gsze]

The problem we have is because Most people always taught that " you only need a good job to become rich. These billionaires are operating on a whole other playbook that many don't even know exists.

[jonathang]

A fantastic talk with excellent advice. I don't, and never have, worked for Goldman but you can see why they're the best with people like this working there.

[greer]

The secret sauce to being a successful management consultant or IB, is this: Common Sense, Logic, Integrity, and ABL--always be learning.

[rockywinn]

this guy got the whole package jesus incredible dude, much motivation

[jamiemcgrath]

These videos are golden. Thank you. Networking seems like a simple common sense, but it’s really hard to be actually good at it.

[tytipton]

Love how he says “work-life balance” like he knows he doesn’t mean it. Esp since he’s been there a while. Had a friend that worked at GS right out of college and she made no pretense about any balance.