As part of a new strategic approach, our client, a top 10 global law firm, wanted to put clients at the heart of its business. This meant reorganising the firm around its key clients, getting to know these clients and their industries better, and building a reputation for high-value, cross-border work. The firm’s Marketing & Business Development function would play a key role in helping realise this vision, so PA was asked to review the way the function operated and to identify opportunities for improving its processes, capabilities and effectiveness.
Working with the client team, we planned, co-ordinated and delivered the review, identifying key opportunities for improving performing and defining best-in-class, globally consistent processes that would improve the function’s effectiveness as well as securing cost savings. By identifying short-term ‘quick wins’ as well as longer-term improvement opportunities, we ensured the energy and momentum around the project was maintained.
People were key to the change, so PA brought the function together globally for the first time to embed a shared vision and common purpose, and encourage staff to reconsider what kind of activities they should undertake and how they should carry them out. Our work redefined the way the function works and will enable it to provide the support the front-line business needs to achieve a stronger client focus.