Creating Business Advisers – the Adviser Accelerator

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Scenario

A mid-tier accountancy firm was achieving solid results, but believed that growth and client service was being restrained by 3 key factors:

 

  • the existence of clear silo’s
  • limited understanding of the complete service offering of the firm among client facing staff
  • lack of confidence amongst professionals in exploring wider client issues outside of their areas of specialism

 

The solution

We created a bespoke Adviser Accelerator programme which brought together client facing professionals from Partner through to newly qualified across service lines. This covered:

 

  • Building effective client relationships
  • ‘Selling’ the benefits of the firm’s complete service offering to clients and prospects and understanding the hooks
  • Understanding clients and prospects – their worlds, their challenges and their needs
  • Stronger and wider conversations and a toolkit of questions covering strategy, marketing and sales, operations, people and systems
  • Collaboration and cross service line working
  • Becoming a trusted professional adviser

 

The programme was energetic and interactive, involving teams working on real clients and real prospects, preparing for and attending practice meetings and creating personal action plans for follow up with clients and prospects.

 

Outcomes

 

  • Over 500 client and prospect meetings generated
  • Significant fee opportunities created
  • Kick started a culture of collaboration through cross service line ‘show and tell’ meetings to discuss client and prospect issues and approaches
  • Significantly increased confidence in client facing situations amongst the professional teams
  • Engagement survey feedback recorded ‘increased sense of one firm’
  • Creation of PR and branding opportunities

 

Testimonial

"I have never attended a programme and found out so much about the firm in such an interactive way; I've already met colleagues to follow up with and take to clients"