Results

Examples of successful outcomes of QED 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.

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 – national PARTNER PROMOTION PROGRAM

  • Legal firm with more than 85+ partners and over 550 staff.

  • Coaching of senior cohort seeking promotion to Partner. Six sessions per participant over 9 months.

  • Substantial new fees attributed to program and change in attitude in 9 months.

  • Comments from participants include: "truly appreciated the guidance", "I know how to win business now", "overcame my reluctance", "clear about my practice now".

  • New Partners subsequently provided with follow up coaching in Year One after their promotion.

project Engineering firm

QED is proud to have been associated with a national project engineering firm in a business development role delivering training and coaching programs to their 200+employees on a graduated basis with a significant uplift in activity levels, confidence and revenue outcomes.