A leading international consulting firm wanted to restore consistent revenue growth in one of its largest worldwide markets. Issues included a lack of long-term investment in and teaming around key clients, excessive internal focus, a lack of clarity around the role of the client relationship partner, and a very financially oriented client planning process.
Andrew worked with this firm’s senior management to define and implement four initiatives that helped reinvigorate the revenue base in this market. These included:
This market went from being last in growth to first, and the number of $1 million+ clients who bought multiple service offerings doubled.