How we start
A conversation first, then one piece of work, then the rest only where it has earned its place. Each step stands on its own, and the order bends to the firm.
First
A conversation
Where the growth is in your firm, and what I'd do first.
Half an hour on the firm, the market and the gap between them, written up as a one-page view afterwards. The Growth Map, if you want its name. It's where we work out what the first piece of work should be.
Book a half hourThen
One piece of work
Small, about your own firm, and judged on what it produces.
For most firms that's a read of your book: your top fifty clients, kept and grown, with names on it. When the direction itself is the question, it's Where to Grow, the strategy. Either way, you see what it produces before deciding on anything more.
A read of your bookAfter that
The department
Growth every month, with the groundwork done for your partners.
Engines switched on where the plan says, and only there: the clients you hold, the names you want, being seen, winning the work. Each one is trained with you, runs under your own accounts, and earns the next.
The four jobs
Where to Grow. The strategy, with one engine running by the end
Where to Grow sits at the head of the department. It is the strategy: who the firm is really for, what you say to them, where the next three years of fees come from. It decides which of the four jobs open and in what order. We do it in the room, you and me, and it ends with one engine switched on and producing, so it never gets to sit in a drawer.
Some firms come to it having had their own book read first, because that's the point at which the strategy stops being a leap. Some start here.
Sometimes the strategy is the whole job. A rework of who you're for, what you say and how you go to market can be everything a firm needs, and if that's you, we stop there.
The opportunities
What's worth developing inside the clients you already have, read from your book where that came first.
Where you're headed
Where you want to get the business to, said plainly enough to steer by.
Your ideal clients
Who is really worth your senior time, and what they care about.
Your value propositions
One per client profile, each one true for that buyer.
Your competitors
The named rivals, the alternatives, and the honest reason you win.
Your go to market
The route, step by step, and the first engine to switch on.
Start with a conversation
Half an hour on the firm, the market and the gap between them. Google Meet, or in person in Dublin.