Value will be created in our very first discussions. They will allow us to understand the unique aspects of your organization and offer advice on what and how to implement specifics that will have the most immediate impact and which ones are best implemented incrementally. Typically some actions can be implemented easily and with little to no costs. These discussions will help you paint a path forward that makes the most sense for your organization. This is typically the first step, that leads to considering and implementing the other steps, tasks mentioned on this page.

Started and driven from the client’s perspective. Developed with an organization-wide: market, service and geographic integrated strategy. Implemented with shared KPIs, incentives as a seamless “Best Team”. It’s not your typical account planning or sales implementation. It’s more inclusive, more tangible, more intelligence driven, more productive, more predictable and more engaging with the client. Additionally, the plan has to be coached as a continuous, living sustainable process. We have been through this process 1000’s of times with 100’s of Client Teams, so we understand how to help others develop and drive plans that are effective in accelerating the organization’s growth.

The importance of the Client Team Leader can not be understated. A great Client Team Leader on mediocre account, will outperform a mediocre Client Team Leader on a great account. The proper selection and development of Client Team Leaders is essential, but it’s often done ad hoc. Being a Client Team Leader is like running a mini-business. There’s both growth and project/program performance KPIs. Successful Client Team Leadership requires attributes and skills that need to be identified, and learned. Investing in holistic Client Team Leader selection and development is money well spent. We have spend decades selecting, preparing and coaching 100’s of successful Client Team Leaders.

Cost-effective (Lower Licensing Costs) and more effective CRM Implementation, improved backlog information, better knowledge sharing, lower transaction costs, simpler and consistent decision making, higher quality and streamlined proposals, better defined career tracks/professional development and higher staff utilization are all part of the processes and workflow improvements that are commonly implemented as part of Client Focus. We can bring , experienced, but agnostic perspectives and approaches to implement these best practices. The will result in more and lower cost growth.

We have found that when everyone in the organization understands the aspects of being client focused it helps the performance of the entire organization tremendously. And when client facing staff are provided coaching regarding client engagement revenues increase dramatically, as does staff and client satisfaction. In short the top-to-bottom enterprise wide engagement with clients results in more and better relationship’s across the client’s enterprise which in turn enhances trust, more opportunities and better synergies across all the touch points in your client’s organization.

While taking incremental, evolutionary steps is important there’s also value to having a vision where the organization will evolve to. Over time the incremental steps will eventually demonstrate that there is value to holistically align the organization’s structure and processes to take advantage of synergies and linkages across the organizations. So that everything and everyone is harmonized to clients being the primary axis and priority in the company, with services and geographies playing supporting roles. At this point your organization will recognize the greatest growth and operational efficiencies.

There is valuable paradigm shift that can happen to improve strategic planning integrated and aligning clients, services and geographies. When approached under this paradigm clients have a large impact on the planning and forecasting for the organization due to close relationship and sharing of information. In turn information shared by clients provides a credible basis for services and geographical planning. In essence the firm follows the clients, their market insights, their needs and their locations. In the end the plan is more certain, and has longer horizons based credible information. And its easy to follow and implement.

The overwhelming benefit of being client focused is that everyone is tied into and aligned on the same overall goals, irrespective of the services they provide or where they are located. The KPIs are client based, with the applicable services and geographies aligned with those KPIs during the Strategic Account Planning process based on client needs. The incentives are calcuated and shared based on the Client Team’s performance. We have had years of experience setting up incentive schemes that create collaborative and inclusive cultures that drive growth, while improving operational efficiency and staff-client engagement.

One of the greatest benefits of being client focused is your entire collaborates and develops unique integrated value propositions that are driven by client needs and market trends. As the focus is solving a clients challenges or adapting to marketplace rather than building semi-independent service lines and geographical business units. Value creation is based on holistically leveraging the entire firm. It creates a working culture where client managers, service/technical leads and geographic leaders collaborate on common client needs, market drivers, performance metrics and incentives. They are working to the same vision and goals.

Applying Client Focused approaches to an organization’s proposal and marketing groups and related processes creates a lot of value, improves proposal staff engagement and retention, improves knowledge sharing, results in higher quality proposals with less effort and enhances your client’s experience with your organization. In short you spend you client-market development dollars most wisely, with the best outcomes as each expenditure is tied directly to clients, or prospectives clients in some fashion. Your clients become your best branding and market advocates, while your win-rates become “best-in-class”.