Our work

Challenge

Increase the board level profile of one of the Big Four accountancy firms within its chosen sector groups in the UK.

Solution

• Implement a programme of high level key note speaker lunches, one every six weeks with the firm’s Senior Partner hosting
• Identify key target industry sectors and key clients and targets within that sector
• Secure keynote speaker relevant to that sector
• Using contact data within the firm, secure invitations to Chief Executives of clients and targets
• Ensure firm partner hosts were fully briefed on each person (and company) attending to increase cross selling opportunities
• Ensure follow-up actions were completed
• Evaluate initiative to gauge success and if programme should be repeated

Outcome

• Successfully combined existing clients and targets to corroborate their buying decisions
• Use of high profile keynote industry speaker enhanced and reinforced the firm’s position as a serious player
• Attendance was usually high, mostly due to the quality and calibre of the keynote speakers
• Opportunities for senior partners of the firm to develop relationships with key decision makers within their key clients and targets