The firm's largest opening sits next to work it already does.
Key Account Growth puts a team and a written plan around each of the firm's most important clients, then works that plan every month. It starts by asking the client.
Five to ten client account teams, chosen with firm leadership
Twelve months, with decision gates at month six and month twelve
One Account Growth Session with each team
A scorecard each quarter, in one format across every team
Most key clients are held by one or two partners. The firm carries that risk.
Partners already know they should widen those relationships. What is usually missing is a system that puts the work on a calendar, gives it an owner and shows leadership what moved. Where the firm already runs a key client program, this attaches to it.
It starts by asking
A structured client service interview on every account, run by someone the client will give bad news to.
One plan per account, owned by a team
A relationship map, a team SWOT, ranked opportunities, named owners and dated milestones.
Every month, on the calendar
An Account Growth Session with each team, and a scorecard leadership reads every quarter.
Listen first. Build the strategy second. Execute it every month.
Client Listening
Team leaders are prepared and trained for the client service interview. A firm leader, or Craig Budner if the firm prefers, holds a detailed conversation with the client in person. The team gets a written report before any planning starts.
Account Planning
One full day in person for each team. The relationship map and team SWOT are built in the room, and the account growth plan leaves with owners and dates on it.
Mid-Program Review
At month six the team reassesses the plan with leadership. Priorities are reranked and the firm decides on scope for the second half.
Growth Execution
The highest-priority opportunities are worked to a conclusion, and the plan for year two is built.
Account Growth Sessions
One hour with the BPG account growth coach and the team. Opportunities are advanced and owners are checked. Upcoming client conversations are prepared and recent ones are debriefed.
What leadership sees, and when.
In writing
- A client service interview report for each account
- An account growth plan for each team, with a relationship map and named owners
- A scorecard every quarter
- Readouts at month six and month twelve, with a recommendation to continue, expand or stop
What we measure first
- Client conversations held
- Relationships added on the client side
- Colleagues brought into the account
- Opportunities opened and advanced
What follows
- Share of the client's work
- New matter types opened
- Revenue sourced across practices
- Relationships retained through changes on the client side
One retained key client, or one new matter next to work the firm already does, covers the program.
Each design choice traces to published research. Citations are available on request.
Delivered from both sides of the client relationship.
BPG runs the program for the full twelve months. The firm's business development team sits in from the first month and carries the sessions after.
Craig Budner
CEO & Co-FounderNearly four decades in BigLaw, as a rainmaker and as the leader of a global growth platform. Lead trainer across the program and a coach on the account teams.
Anna Tichborne
COOFormer general counsel and COO. She has hired and managed outside counsel from the client's chair. Co-trainer and a coach on the account teams.