Supporting teams as they build confidence and contact potential clients on their target lists
Deloitte are the preeminent global professional services firm, delivering services in audit, tax, consulting, financial advisory and risk management services in over 150 countries around the globe. In this instance, initially we were working alongside some international employer tax specialists in Zurich and Brussels.
This division of the tax service line had set some business development (BD) goals and the team was keen to achieve them. However they wanted a little help with getting themselves up and running. This is where Catseye were invited in to help fan the initial spark.
We were keen to find out more about the individuals and what stood in the way of winning more business for them. They were all relatively senior in the business so had a clear interest in the BD goals being met, so we did some research and engagement through a pre-workshop questionnaire. This also gave them a chance to articulate and stand by the targets they were working on. Next we gathered them together for a day and spent the morning blending marketing best practice with real Deloitte stories.
From this they started building their BD mindset and worked out how to quickly credentialise themselves through stories. As we went into the afternoon they shared their individual ‘go to market plans’ to garner support and identify cross-over with others. This led to some great teaming. Then the phones and laptops came out as they started contacting their target clients. Post-workshop support was focussed on keeping the momentum going.
The biggest change that the participants reported was that they had actually got started on doing some BD actions. The workshop created the right space and environment to get over barriers and feel supported in doing things that for many felt slightly uncomfortable. This was said to be a significant contrast to other BD trainings they had experienced – these typically led to high levels of awareness and guilt, rather than feeling empowered and on track.
In terms of reporting on client wins it is still early days….