It’s not an exaggeration to say that your firm’s long-term viability depends on how successful you are in creating and sustaining a growth culture and mindset. To succeed at driving growth, industry practice groups must incorporate and reinforce your firm’s growth culture.
The mission could be articulated as follows:
Our firm has a shared set of values and beliefs that guide our professionals in their sales goals, marketing, business development and client relationship expansion activities.
Your growth culture should embody the importance your firm places on providing clients with an unparalleled client experience founded on a deep understanding of their industries. Your firm’s professionals receive best practices guidance on how to win new clients and expand relationships with current clients. Once established, your professionals all focus on enlarging and strengthening client relationships while also focusing on strategic new targets.
Accelerating growth will depend on improving the effectiveness of each of your location-based industry teams ─ the teams that generate the energy behind your firm’s growth activities. Key to this effort are programs related to sales skills development.
2 ways to ramp up the growth mindset
There are two relatively easy and very effective ways to help you as you work to develop a growth mindset:
- Observe industry practice teams in action across the firm, and
- Conduct one-on-one interviews with industry team leaders and others involved with organic growth. These conversations will help you identify best practices and uncovered gaps, and help you develop approaches to overcome barriers to success.
In addition, Industry leadership should establish and work closely with a few industry pilot teams to learn more and test assumptions. Remember, most industry teams will have gaps between their current state and best practices. Those gaps represent opportunities for improvement in processes, behaviors or learning.
