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Selling for the Reluctant: Global Accountancy Organisation

March 2017

Our client is a leading global accountancy firm with offices in London, Europe, USA, Hong Kong and Australasia.

The organisational culture was to recruit and/or promote technical specialists; people with excellent accountancy skills. This was limiting in terms of business development, as this population typically were reluctant to engage in selling, either their specific skills and expertise or their organisation. It was decided that following a development programme new competencies on business development would be added to role profiles and appropriate objectives set.

The challenge to the business was in developing a new culture of confident and successful business development within the specialist population.