Advisory Service

Client Management suite — offerings, value, best-fit clients

There are nine critical control points (CRICPs) at every professional firm. And client relationships is one of those areas where organizational entropy occurs naturally but has the most devastating effects on the business if left unattended.

Together with your team we will identify best-fit clients, revisit your service lines, create compelling service offerings, assign better-fit roles, and much much more. Your team will get the tools and skills to deliberately attract specific client types. This will also allow you to repel undesirable prospects making your practice more efficient and effective.

We use proprietary models and frameworks to assist your team with making quality business decisions.

Client management advisory suite

In this advisory suite we will establish buyer (client) types your firm is currently dealing with most, the kind of service provider you are, and based on your best-fit client criteria create a scorecard system.

Thoroughly designing your service offerings, we’ll work on value capture and creation activities, explore client motivations and value elements. Additionally, we will inspect sales negotiation tactics and pricing, look into sales pitches and proposals (RFPs, RFQs).

We will also determine who among your team is better equipped for different client-facing roles, and what skills are ripe for improvement. Primary goals: assertive stance, fast quality response, preparedness, adaptiveness.

This advisory service is applied in the following strategic management solutions: Sweet Spot Firm, Client Magnet Firm, Productive Profitable Firm

Map of Sales Negotiation Tactics | awezzom
Map of Sales Negotiation Tactics
Map of Service Offering Design (SOD) | awezzom
Map of Service Offering Design (SOD)

Management topics we’ll cover:

  • Four primary buyer types and 2 secondary
  • Mapping buyer and service provider types
  • Client motivations
  • Sales negotiation tactics
  • Value creation and capture activities
  • Four goal facilitators
  • Forty elements of value
  • Service offering design (SOD)
  • Pricing strategy
  • Best-fit client scorecards
  • Professionals’ skills and natural proclivities
  • Latent capabilities at the firm today

Process

The typical process unfolds the following way:

Step 1: Fill in the contact form. We’ll get in touch within 1-2 business days.

Step 2: We’ll have a conversation with you over the phone or zoom. There will have to be a decision maker on your end. Otherwise we’ll have to schedule another call.

Step 3: If we agree to move forward, we will send you an invoice with signed NDA and contract.

Step 4: After receipt of payment in full, we will issue a list of materials to prepare, a survey, and set a date (typically within 1-2 weeks) for diagnostics session. Diagnostics typically runs for 2-3 hours. You will be informed about who should participate.

Step 5: After diagnostics, together, we will decide if we want / should / can move forward. If not, we’ll refund you the fee in full.

Step 6: We analyze the data received from you thus far, and make a hypothesis about the problem(s). It might turn out that this is not the solution your firm needs at the moment.

Step 7: We agree on the advisory services based on accepted hypothesis. We issue the next invoice.

Step 8: We schedule interviews, surveys, office visits, workshops, etc. All details will be discussed and agreed upon in advance.

Required participation

Decision makers: client-facing roles (partners, AMs, rainmakers, BD folks, marketing directors).

See topics (above) to estimate who at your firm will be in a better position to make these decisions.

Typical length

2-3 months

Availability

Typically available within 2-3 weeks.

Advance booking is possible. Please contact to inquire about a non-refundable booking fee.

Payments

Prepayment in full. No refunds (see exception below).

Refund Policy

We provide an unconditional satisfaction guarantee.
Refer to our refund policy page for more details.

Travel

Return flights from NYC, US.
Economy class. Upgrade on long-haul flights.
Additionally: per diem, transport, lodging, print-outs, presentation tools.

Fill in this contact form

If you would like to schedule a phone call to discuss the Client Management solution for your firm, please fill in this form.

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