”How do articulate professional practices with commercial management?”
Ernst & Young had the goal that its experts in the different professional services would increase proactivity to pursue new business. The culture of world-class specialists and consultants worked in their favor to date, but at the same time, it was a barrier to future growth.
This is quite common when outstanding individuals in a particular expertise get used to being ‘bought’ for their capabilities, know-how, and experience. If certain factors prompt a need for more intense commercial activity, limitations might arise.
EY adopted a combination of two of our core methodologies that develop the mindset to increase the capabilities of technical experts by adopting new consultative skills, enabling them to acquire new clients while expanding within existing accounts.
ACHIEVED RESULTS
- Strengthening the level of engagement with their clients as Trusted Advisors.
- A new methodological framework to value opportunities.
- Increased business and cross-area opportunity realization.
- A more fluid and fast-paced pipeline enriched with high-value opportunities.
