Global Financial Services Firm

Challenge: How to expand the revenues of the transfer pricing group within a Big Four global financial services firm?

SUMA Partners process: In depth interviews with subject experts, clients, and individuals in the firm responsible for referrals.

Length of initial engagement: 5 months for Phase One. 1 year for Phase Two.

Insights: “What we sell” (transfer pricing) did not resonate as well as “what you need” (lowered risk, advantageous tax structures.) Finders, minders, grinders, and thought leaders needed to understand the sales process and the required contribution to landing new client engagements.

Results: Became a global practice. SUMA’s client was promoted to being the head of the practice.