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Mobilizing Growth Teams®

Experience has taught us that the single most important reason firms are able to retain client relationships over many years is not because of their services, offerings, price or prestige. Client loyalty comes from experiencing unparalleled service, innovative ideas and above-and-beyond value. The Mobilizing Growth Teams program is designed to elevate team members’ status to go-to, trusted partners with their key clients.

Objectives

  • Install a common framework and tools to institutionalize how your firm deploys, manages and measures the effectiveness of large client teams
  • Enable the client team relationship partners to be “best in class” in growing client relationships, increasing service penetration and working within a structure that transfers knowledge and reports results
  • Provide business development professionals with coaching and mentoring to foster successful work across the enterprise to support and extend the overall client team effort
  • Achieve revenue growth of more than 25 percent in each targeted client

Our approach                                                                  

1. Prepare the client team leader

  • Selecting the team leaders
  • Equipping leaders with the knowledge/skills to be successful

2. Assemble the client team

  • Composing a team of the appropriate size, with needed client connections and/or cross-functional practice experience

3. Develop the relationship plan

  • Creating and analyzing a client intelligence report
  • Using innovative tools to craft a core team strategy

4. Ensure team member accountability 

  • Enrolling each team member in an action plan
  • Following up, circulating relevant client content and updates, and coaching individual team members between client team interactions

5. Expand the client relationship

  • Gaining more access into the client organization
  • Learning and using information about the client situation, key issues, goals and challenges
  • Identifying and pursuing targeted opportunities, effectively navigating the political landscape, increasing revenues and dominating the competition

How can we help you?

Contact us by phone 800.274.3978 or
submit your questions, comments, or proposal requests.


Clients RSM’s Growth team® has worked with include:

  • Hunton & Williams
  • Frost Brown Todd
  • Haynes and Boone
  • K&L Gates
  • Miller & Martin
  • King & Spalding
  • Gray Reed & McGraw
  • Latham & Watkins
  • Dinsmore & Shohl