Winning in the Market

Regardless of what business we run, it is basic that we connect with our clients and ensure we’re responsive to their needs and insightful about their agenda and pressing issues.

We have to adopt a consistent approach implemented locally with individual clients. Tailoring solutions for our clients and setting clear action plans will help us create new revenue streams.

FIVE KEY ACTIVITIES
At the heart of the our approach to client servicing are five key activities. Following the five activities will help you deliver exceptional client service, which will strengthen the client relationship as the account progresses over time.

Understand client strategies and issues
Build high-impact relationships
Invest in accounts for success
Develop longer-term revenue plans
Develop well-coordinated action plans
UNDERSTAND CLIENT STRATEGIES AND ISSUES
With a clear understanding of clients’ business challenges, their strategies, issues across each drivers of growth (People, Digital, Operations, Customer, Funding and Finance, Transactions and Alliances and Risk) and competitive landscape, you will be perfectly positioned to add real value.

Whether you’re holding an planning meeting, a conversation around industry insights or an in-depth service line discussion, structuring a facilitated session around the drivers of growth will dramatically increase your success rate and is a great opportunity to develop the relationship.

7 Drivers of Growth

Customer — From the outset, leading companies make customers their focal point. They understand that by putting customers’ needs and desires first, they can achieve a competitive advantage.

People, behaviors and culture — Any organization is only as good as the people working for it. To win the war for talent, leading businesses build an environment that values diversity and attracts and retains the right people to help grow their business.

Digital, technology and analytics — For business leaders, information is power. It can help them make better, quicker, smarter decisions that improve business performance and manage risk.

Operations — An organization’s operating model is the link between strategic intent and the organization’s ability to deliver on that intent. Having a clear approach that aligns operations with strategy will increase an organization’s ability to achieve success.

Funding and finance — All businesses need funds to grow. How a business manages its money, and new investors, will determine its course for the future. Leading companies determine the best financial solution or mix of solutions for their business and derive maximum benefits from their management of available funds.

Transactions and alliances — Leading companies rarely evolve by organic growth alone. They seek successful partnerships and strategic acquisitions capable of enhancing their growth, competitiveness and profitability.

Risk — All the fundamental challenges a growing company faces, from recruiting the best people to managing finance, have an element of risk. Regardless of a company’s stage of growth, the ability to identify and manage risk stands out as a vital element of success.

BUILD HIGH-IMPACT RELATIONSHIPS
Traditionally, clients have had one point of contact with the Company. And that is typically the sales personnel. However, research and recent experience has shown us that the more people and groups our clients have relationships with, the more they feel supported and the more their loyalty to the Company will increase. Developing a high-impact relationship is core to winning in the market. Documenting these relationships allows you to use the power of global networking to further develop these relationships and track activity across the globe.

Your focus could be areas such as the Digital Market, Alumni programs, and strategic alliances designed to help you connect with your clients in innovative ways and enhance client interactions and relationships.

The Digital Market is affecting every individual, organization, business and government. It’s not an option, but a necessity that you understand what you are capable of, and how you can help your clients in this space. Today’s most disruptive technologies, including Artificial Intelligence, Blockchain, Robotic Process Automation, 3D printing and the Internet of Things are a just a few topics where you can offer views that help companies move forward and embed digital into their approach.
Alumni are could potentially be one of the most influential advocates in the market and strong ambassadors of your brand in the organizations and communities they touch. By nurturing alumni relationships, you will create more opportunities to develop your people, grow your business, and deliver on your purpose.
Establish a number of strategic relationships, or Alliances, with external organizations. These relationships help you identify and develop new services and programs, and also bolster your competitive position in the market.
The ability to work effectively as a global organization and deliver exceptional client service to clients worldwide is fueled by, and dependent on, the ability to take a long term view of business into account. You must also offer insights that resonate with clients’ business issues and agendas, and help engage key senior Board members to help respond to their complex responsibilities. By doing this, clients will trust the quality of your advice, service and ability to deliver.

To build this trust, you should not only be highly responsive to senior executives’ needs, but also develop connections with people of influence at all levels — relationships that will remain intact over time.

INVEST IN ACCOUNTS FOR SUCCESS
The best relationships are consistent, feature regular two-way communication and share a common goal. High-performing account teams achieve this by developing a calendar of interactions with your clients.

Ensuring you have regular connections with your client helps amplify your client’s priorities, target how and where you invest resources, and qualify the benefits you can bring to their business. This insight encourages pursuit excellence for new engagements and helps us deliver exceptional client service for all of your clients.

The more you understand their business and respond to their needs, the more invaluable your services become.

DEVELOP LONGER-TERM REVENUE PLANS
The more you understand your clients’ business issues, the easier it is to identify opportunities and tailor solutions to their needs.

Growing your accounts doesn’t happen without careful planning. Robust revenue plans are a fundamental element of the account plan.

Translating strategic plans into tangible goals ensures that you achieve your goals and visions.

Plan out and document your goals in a step by step manner assists you with aligning the right strategic investments and resources needed to be responsive to client needs on engagements and to develop their accounts.

DEVELOP WELL-COORDINATED ACTION PLANS
Driving market-leading growth can’t be left to chance. Clear action plans and well documented activities are essential to being connected and responsive with your client and achieving your revenue goals.

Action plans set out, step-by-step, the key activities you need to complete to deliver on your account plans. They also let you self-monitor and measure your relationship and engagement activities to see how you’re progressing toward your revenue goals. Documenting these relationships ensures everyone knows about these tasks, when they were conducted and what’s still outstanding.

And, being able to see your progress will let you know if you’re on track or if you need to change your strategy.