The challenge: This firm is a major player in many sectors but had been ‘punching below its weight’ with its Corporate offering. The senior partners at the firm wanted to change this and increase their presence and ultimately the number of instructions.
Our approach: We facilitated an initial session with key members of the team the purpose of which was to agree the markets and sectors to focus on along with the modus operandi of the team(s). It was decided that there would be five teams created to focus on five specific markets. The make up of the teams were interesting in that it was decided that each team should be made up of partners, senior associates, associates and trainees with the leader of the team in most cases being a senior associate.
We facilitated separate workshops with each team and produced robust, action driven plans for each one. This was complimented by selling skills training for all senior associates and partners.
Results: The firm made significant in-roads into their chosen markets and won a number of instructions where they focused on their strengths geographically and technically including a the biggest M&A deal done in Turkey at the time.
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