It’s Organizational Innovation. Clients are why your organization exists, why it does what it does and is the source of all revenue. The services offered and locations are directly determined by client needs. So it makes sense to manage an organization in alignment with clients, rather than service lines or geographies. For a myriad of reasons Client Focused organizations are top performing among peers in both growth and profitability. They are an evolutionary step beyond seller-doer and salesperson cultures. Client Focused organizations also have stronger cultures, more engaged staff and more loyal and committed clients. They also leverage technology better to create flatter, more agile, more inclusive and more collaborative organizations. They are more progressive, more future proof than traditional geography or service based management approaches.

Key Client and Client Focused programs most often fail due to the lack of aligned logistics to implement them. Clients are the central strategy, the organization structure adapts to that strategy, with the adage “structure follows strategy”. The organization follows and mirrors the client. As a result Client Focused organizations have more clarity of purpose, streamlined processes and less internal bureaucracy and boundaries as everyone is working towards a common purpose, regardless of service provided or geography. Everyone in the firm has harmonized roles and rewards with client engagement, understanding the client and meeting clients needs. As processes are aligned with clients and markets, instead of a service or geography consistently, efficiency and economies of scale are better leveraged. Client Focused organizations are simply easier and more efficient to operate. The Logistics drive the efficient performance of the organization.

Your best leaders. In a Client Focused organization the best leadership is focused on client, outward in the marketplace not on internal business units. Client leaders have multi-faceted, dynamic roles spanning all KPIs related to the client - growth, probability, and technical performance. Since entire teams are engaged with client organizations there are more leadership opportunities available to staff, and situations to nurture developing leadership. Leaders are encouraged to collaborate, grow interacting teams and to include others across geographies and service lines. These leaders are also more adept at understanding client needs, market drivers and developing integrated strategic value propositions that will drive organizational growth, as they are invested partners with clients, and their businesses. Leadership becomes linked at the hip with clients, which drives revenue growth.