Organizational Change: From Technical Sales to Consultative Solutions.

Business Development  –  Client Retention  –  Cross-selling

Executive Summary

Transformation of an under performing product-centric professional services organization to a customer-driven sales and marketing thrust.

 
Client: Global Professional Services Firm

Insights

• Recognized and communicated the inefficiencies of different partners selling to the same decision makers in same companies.

• Intuitively felt and fact-proved that no major competitor at time was branding themselves as vertical industry experts, selling audit, tax and consulting under one umbrella.

Actions

• Conducted industry research to compare and contrast value propositions and strengths/weaknesses, etc.

• Interviewed top customers to unearth how they wanted to be seen, marketed to.

• Created strategic blueprint for change, then communicated and gained managing partner and extended team of 60 capital partners’ support for strategic shift.

• Worked with HR, Technology, Accounting, Sales, Business Unit heads to:

– align strategic planning,

– transform and simplify retention, acquisition and expansion programs,

– change performance criteria from strictly individual standards to also more team contribution/
success orientation.

• Crafted monthly business performance updates/communiqués and co-presented these updates and led annual strategic planning process with managing partner and executive team.
 

Value/Impact

 
• New strategic model was valued by CEO and emulated in over 100 offices worldwide and pre-empted Big four competitors by four years.

• This strategic change contributed to Group’s movement to Firm’s #1 in growth, # 2 profit ranking and first-ever and sustained four year double-digit growth.