An Organizational Change

Becoming a Trusted Business Advisor in a Top 10 Global Accounting Firm


Coaching Right Now Case Study. An organizational change. Becoming a Trusted Business Advisor in a Top 10 Global Accounting Firm. The problem: Newly-promoted Directors needed a way to learn and apply new client skills if they were to grow to  the next level of firm partner. The client determined that implementing a standardized relationship-building process across the firm would be vital to its future success. Recently promoted Directors across several regions were nominated to participate in a Coaching Right Now virtual coaching program focused on Building Effective Client Relationships. The Coaching Right Now solution: 25 Directors received seven one-on-one, virtual coaching over a seven-month period. Program goals included: -Developed skills to support enduring, client-focused relationships to increase firm profitability - Actively engaged in uncovering client needs - Moved client relationships from purely transactional to strategic partnerships through implementing a standardized client relationship development process. An investment in lasting change. “I was able to meet new business growth goals (over $1.1mm in new/extended business) due primarily to maintaining/strengthening current relationships with a prospect client and a current client” – Participant, Assurance. Investing in leadership development pays off for everyone. Participants were asked to do a self-assessment after sessions 2 and 7 in five areas of development on a scale of 1-3. “It was valuable having access to the Coach to discuss various real-life situations and talking through different techniques to apply to each” – Participant, Consulting. “[Participant] was certainly more aware of ways to build effective client relationships and how to move the needle toward a more valued client” – Sponsor, Tax


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