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Global Accounting Firm
Revenues from the top 1,000 clients grew faster than the industry average

Global Accounting Firm
Client Global Professional Services Firm
Sector Law and Accounting
Solution Design of Coverage Model, Training of Institutional Sales Force in Relationship Management Methodology.

Brief

This global firm had recently changed its strategy in order to transform its organization from one that functioned as multiple national firms into one that would operate as a single entity on behalf of a targeted list of global clients, each of which required worldwide coverage.

The strategy was dependent on the firm's ability to leverage its audit relationships into a broader set of advisory services. This required the expansion of the role of the Global Relationship Partner to encompass responsibility for a much broader range of decisions on key client issues.

Solution

  • Developed a client service model and relationship management process to effect a shift from a 'recurring revenue & compliance' mindset to an 'advisory business model'.

  • Trained all partners and senior professionals on the development and implementation of strategies and plans for key clients.

  • Built database of the top 1,000 global client relationships.

Results

  • Average revenues from the top 1,000 clients grew faster than the industry average.

  • Advisory revenue doubled during a four-year period.

  • Clients perceived the firm as a full service global franchise.

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