Structured Real Estate practice of a top 20 UK law firm.
Developments in the market had opened up an opportunity for an integrated solution drawing on skills from different practice groups within the firm. A team of individual specialists had begun working together to exploit this opportunity.
A number of other firms had high-profile offerings in the same area.
So far, the team had been participating rather than competing in the market. A step change was required to achieve ambitious growth targets [35% growth in three years] and become a leader in the market.
The proposition needed to be taken to market fast and effectively to win clients and build profile while there was still space for a new player.
What we did:
Helped to validate and scope the opportunity, drawing out clear requirements and objectives for the project, and helping shape the group strategy.
Worked with a small team of partners and senior associates over three months.
Focussed attention on identifying and understanding the real client needs as a foundation for the proposition.
Identified a prioritised list of targets.
Through workshops and working sessions, identified and articulated a clearly differentiated proposition based around the strengths of the team and the firm.
Built a tailored sales process and supporting tools.
Defined a clear delivery process, including a new approach to pricing.
Developed specific hooks that would help to open doors with key targets.
Provided coaching and training for the project team to enable them to put theory into practice
Within first week of the project, gave the team a clear message to share internally and externally – this built their confidence and delivered positive results immediately.
Provided a model for the team to work together in an integrated way – and present themselves in this way to clients.
Made developing clear and compelling proposals and pitches – and clear costing – easier and quicker.
Built internal awareness and respect for the initiative – supporting cross selling.
Delivered high-quality new business wins – within a month of drafting the key elements of the proposition, the team won a job worth up to £1million of fees.
Head of Structured Real Estate
“Now I really understand what I’m selling. We wouldn’t have won the big XXX job if it wasn’t for this project. This is really exciting.”