Building a Commercially Focused Organisation and Culture
Historically, many professional services firms have developed an “antisales” mentality - viewing business development as somehow “beneath” them or unprofessional.
However, in todays competitive market with customers increasingly willing to switch suppliers and competitors adopting increasingly aggressive tactics, such an attitude is simply untenable. Successful consulting, law and accounting firms know that effective marketing and sales is crucial to their survival.
For firms where a positive business development culture is not yet established, a firmwide initiative is often neded to kick-start the process. This is where our Organisation and Culture service operates.
As part of this service we:
- Work with the leadership of the firm to identify the key behavioural changes needed to establish a strong business development culture
- Identify and agree the practical steps needed to implement the changes, including:
- Building the necessary competency models and career development frameworks to support the required culture change
- Developing training and education programmes to build professional business development capabilities
- Working with teams and individuals to agree and embed operational process and behaviour changes
- Putting in place mentoring and coaching systems to sustain the new culture
In addition, we can also help individual professionals to grow their business development capabilities. Specific interventions range from:
- Skills based training in key areas such as lead generation, selling skills and referral generation
- Problem solving sessions to identify key “blockage points” and develop solutions
- Regular one-on-one coaching to hone and refine capabilities over time
As with all our work, we give an unconditional client satisfaction guarantee: If when the work is done, the client does not feel that full value was received, then the client decides how much it was worth and how much to pay.
Contact us for more details or to discuss your specific requirements.