Here’s what Managing Partners say to us:
- “Our Partners need to be better at developing existing client accounts and finding new opportunities. Historically the firm has trained the Associates and Partners in networking skills but we’ve found the skills they really need go well beyond that.”
- “We need to be more strategic about how we develop our key client relationships. Partners can be too focused on their own practice, rather than working with other Partners in a co-ordinated way to develop broader client relationships with the firm. We are missing out on the across firm work that we know results when Partners develop an agreed joint strategy.”
- “We are very focused on giving our Associates the chance to help build client relationships early in their time with the firm. We have recognised that It is unrealistic to expect this to happen quickly if we aren’t prepared to invest in developing their business development skills.”
- “We are all too often failing to make the cross Practice connections that enable us to create incremental value for our clients. It is often as easy as one Partner asking some simple questions that can open up opportunities for dialogue with another Partner.”
Whether they call it business development, revenue / fee generation or sales, professional services firms across a broad range of disciplines now recognise the compelling need for enhanced client interaction and need identification and development skills. A customised combination of training and coaching activities typically serves our professional services clients well – be they in the legal, accounting, management consulting, engineering, mining or financial services sectors.
Our one-on-one or client team coaching focuses on agreed actions and effective execution utilising your established client engagement model or a solution oriented methodology that you may need us to bring to the table. Whether it is new or existing client development that you are focused upon, we deliver the tools and execution skills without the ‘salesy’ approach that you and your team may be wary of.
Contact us for a highly confidential initial discussion on these or any other sales related challenges or opportunities today.
