Clients and markets: Focusing on the right clients, sectors and opportunities
For many firms, demand remains strong but increasingly uneven. Clients are more selective, pricing scrutiny has intensified, and long-standing relationships cannot be taken for granted. Growth is less about doing more of everything and more about focusing on the right clients, sectors and types of work, and being clear about where the firm can compete and win.
We help firms sharpen their focus and put in place the structures and disciplines needed to deliver it. Working with firm leaders and partners, we assess client and sector profitability, clarify market positioning, and strengthen discipline around business development.
This work often involves structuring client, sector and practice teams more effectively. We help define partner roles and responsibilities, clarify the contribution of business professionals, and ensure that commercial, pricing and marketing capabilities support strategic priorities. Where helpful, we also include direct listening to clients to test assumptions and understand what drives value from their perspective.
The emphasis is on clear firm priorities, focused partner objectives, and pricing discipline, ensuring that client development activity is aligned with the firm’s strategic and financial goals.
Our work in this area typically includes:
​
-
Developing stronger and deeper client relationships, supported by structured client listening
-
Improving market positioning and clarity of value proposition
-
Focusing on specific sector and client opportunities through effective sector groups and key account management
-
Clarifying partner roles and accountability for clients, sectors and business development
-
Organising marketing and business development activity to support firm priorities
-
Winning work through competitive tenders, pitches and proposals
-
Improving pricing discipline and overall profitability