Recently I caught up with an old university friend of mine who is now a senior partner at one of the big 4 accounting firms working in the areas of mergers & acquisitions. We had a great catch up over coffee & raisin toast. To protect the innocent lets call my friend Brad as in Brad Pitt. I’m sure he’d like that!
Brad made mention of very useful tactic when it came to working with large clients. Big accounting firms tend to have multiple relationships with their corporate clients with certain partners wanting to protect their “turf” and not wanting other partners to get in on the act. Its sad to say but unfortunately its true.
However, my mate Brad has come up a clever & innovative approach. He seeks out the other partners working within a particular organisation and helps them win more business with the client in their respective areas. By so doing he builds the relationships he has with other partners in the firm and fosters the reputation of being a team player. All good stuff! However, the real genius in Brad’s approach is the subtle creation of a wonderful device that is critical in any negotiation with existing clients or when chasing new business.
What is this so-called “wonderful device”? Tune into the next post to find out.