CASE STUDY
Repositioning a professional services organisation to allow it to communicate a differentiated advisory offer
Challenge
A professional services organisation had become transactional in its dealings with clients. Rather than addressing high-level client challenges, it had developed a culture of identifying opportunities to sell tactical, off-the-shelf services.
The organisation knew this approach was leaving money on the table – and devaluing its offer. It therefore sought Wordtree’s support to fully understand the challenge and create a value proposition that would serve two purposes. The first was to encourage clients to engage earlier, at a more strategic level. The second was to act as a beacon for transformative, cultural change.
Solution
We interviewed key stakeholders, interrogated client research, carried out in-depth workshops, identified key trends across the organisation – and explored contributing factors such as incentive structures.
We then set out a new positioning for the organisation. This vision for the future included key messaging – and a top-level transition framework.
Results
This work was the start of a transformative cultural reset – and it has given the organisation the platform and tools to go to market with a strategic advisory offer.
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Professional services organisation