Examples of successful outcomes of QED coaching programs:
Accounting – Firm-wide initiative
Accounting firm with more than 25 directors and over 200 staff.
The firm recognised the need to increase go-to-market activity levels, to improve average level of senior staff capability in business development and support the growth objectives of management.
Achieved significantly heightened levels of activity based on greater confidence.
Fees rose from $18 million to $32 million over a two and a half year period.
Accounting – Middle market individual
Middle market business services partner who undertook six sessions in six months.
Adopted meeting planning and opportunity funnel tools. Improved win rate and focus (output rather than just input orientation).
Commented that stress was reduced as was now working to a business development plan that showed her where to spend her time.
Won $140,000 of new fees in the six months of the program as a result of adopting the process and tools provided.
Legal – Account management
Legal firm with more than 600 lawyers.
Firm recognised need to improve penetration of key accounts.
Account management program commenced with QED focusing on 12 accounts.
Between two and ten participants in each account team.
Six meetings held per account team on once per month basis.
$1.5m – $1.6m new fees won and $8m – $13m additional fees identified in first three months.
Legal – Firm-wide initiative
Legal firm with more than 20 partners and over 180 staff.
Between four to seven sessions per participant over nine months.
One-to-one sessions with 13 partners and 6 senior staff result in radical improvement in activity (growth from 62 to 100+ opportunities in 6 months).
Comments from partners include: "better culture", "senior staff have stepped up", "better at chipping away", "more proactive".
$2m new fees attributed to program and change in attitude in 9 months.
QED is proud to have been associated with a major engineering firm in a business development coaching role during the period in which they were awarded multiple BRW Client Choice Awards between 2006 and 2011.