Original State

Potential new service opportunities to existing clients often went undetected because business development activities lacked the appropriate tools and processes to perform discovery inquiry.

 

Unmet Opportunity

The firm’s highly-educated workforce was a native asset that, given an expanded sales toolkit, could be leveraged to create additional sales opportunities.

 

Design Response

Staff members were introduced to “Design Thinking” facilitation techniques through hands-on training sessions. Collaboration Sessions are now used regularly with existing clients as an innovation tool to uncover new sales opportunities.