Key Account Management for Law Firms

In this episode of The Legal BD Corner, Jason Broomfield, Senior Account Director at Nexl, sits down with Jon Clemente, Director of Strategic Accounts at Mintz.

Jason and Jon dive into the world of Key Account Management (KAM) in law firms; their value, implementation challenges, and strategies for success. Drawing from his experience scaling Mintz’s KAM program from a three-client pilot to a 20-client initiative, Jon highlights the importance of top-down support, identifying high-value relationships, and fostering cultural acceptance within firms.

Gain practical insights into differentiating through client service, overcoming resistance to change, and navigating the evolving legal market. Whether firms have formal KAM programs or are exploring their principles, this conversation provides actionable advice for enhancing client satisfaction and driving long-term value.

About Jon  

As Director of Strategic Accounts, Jon regularly partners with Mintz clients and the firm’s attorneys to support the growth of key relationships and the ongoing delivery of exceptional client service value. He oversees Mintz’s Key Account Program while also driving firm initiatives focused on business development, client service excellence, and business intelligence.

Prior to Mintz, Jon served as a client relationship executive and senior global account manager at Deloitte and PwC. In each of these roles, he was responsible for the relationship development efforts across a portfolio of high-priority accounts in the private equity, investment management, banking & capital markets, and technology sectors. His prior experience also includes years of client service delivery as a management consultant focused on strategy, operations, and financial advisory services.

Jon holds a BA from Indiana University and an MBA in Strategy from Indiana’s Kelley School of Business.