Global Financial Services
Challenge: How to expand
the revenues of the transfer pricing group within a Big Four global
financial services firm?
Partners process: In depth interviews with subject experts,
clients, and individuals in the firm responsible for
initial engagement: 5 months for Phase One. 1 year for
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.
Became a global practice. SUMA’s client was promoted to
being the head of the practice.