POWERING BUSINESS PERFORMANCE THROUGH MORE EFFECTIVE CLIENT FOCUS AND TEAMING
KEY ISSUES It goes without saying that top quality practice expertise is vitally important in both capturing client opportunities and delivery of high quality service to clients. But winning ‘high ground’ and ‘fortified’ relationships with the top management of clients that are leaders in their industries, and across their networks, requires more than individual practice-driven initiatives. Expressed another way, a firm’s market posture to a client should be driven by combining its full range of relevant resource strengths and capabilities to respond in the most competitive way to such key client selection questions as: • Do you understand my business and the competitive context in which I operate? • Can you offer me the services in those locations in which I have a requirement? • Do you understand the specific issue and have the capabilities to address it? • Can you match my performance and value for money expectations? • How can you deliver more effectively than your competitors?
PRACTICES
INDUSTRY COMPETENCE “Do you understand my business?”
ISSUE/PRACTICE COMPETENCE “Do you understand my problem?”
LEADERSHIP
The “Winning Edge” What’s different?
GEOGRAPHIES
INDUSTRIES
PERFORMANCE
GEOGRAPHIC COMPETENCE “Can you cover my network?”
RESULTS COMPETENCE “Can you match my performance and delivery requirements?”
TEAMING
“..market posture to a client should be driven by combining its full range of relevant resource strengths and capabilities..”
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