Goals

• Increase top-line growth, with a focus on current client expansion. 
• Increase accountability across partnership to ensure growth-related activity is being prioritized.  
• Equip partners with skills to build confidence around business development conversations.  

Actions

• PIE interviewed senior stakeholders as well as a selection of training participants to ensure training content was tailored to the audience and to increase engagement from the team. 
• PIE led a 2-day onsite workshop for the partner team, with a focus on a few key areas: 
  • Developing a common language around business development and growth across firm. 
  • Decision-making on accountability systems.  
  • Developing techniques and process to expand within existing clients. 
  • Sharpening relationship development and sales meeting skills via role play. 

Results

• The team now has a firm-wide accountability system in place that has helped remove siloed activity and encourage collaboration.  
• Partners have completed account action plans which have led to meetings with new relationships inside 10+ accounts and anticipated growth of each of these accounts in the next 12 months.   
• Senior leadership has increased confidence in their partners’ ability to make the ask and expand current accounts.

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