Akina’s Revenue Acceleration Framework serves as the basis for every engagement we deliver.
We customize the content and approach of each engagement to best address the needs of the client's specific environment.
Our services encompass four major categories:
|
Assessment |
|
Consulting |
|
Training |
|
Coaching |
Assessment
Client Value Assessment
Key accounts are a firm’s greatest resource for continued revenue; understanding their wants and needs is critical. Yet many firms miss the opportunity to understand current issues that would prevent growth and future opportunities to accelerate it.
Akina helps firms gain a competitive edge by serving as a third party research resource. Our proven research approach unearths issues and opportunities as well as strengthens the brand.
Highlights:
|
Questions are modeled using an appreciative inquiry approach |
|
All interviews are conducted live, whether locally or globally |
|
Akina acts as brand ambassadors and researchers |
|
Live leadership summits between firm and client reveal findings |
|
Action plans are developed; relationships are deepened |
|
Revenue accelerates |
Diversity/Multicultural Competence Climate Assessment
End clients are demanding their providers have diverse teams so that they can get the best result possible. Law firms, in particular, are struggling with how to achieve and maintain a level of diversity that satisfies their clients…and themselves.
Akina takes a different approach to diversity. Where diversity divides people and groups by external facts, Multicultural Competence brings people of similar values together.
Akina offers firms interested in changing the dynamics of diversity through systemic change within their firms the opportunity to understand where to start with a Multicultural Competence Climate Assessment.
The approach includes electronic surveys, focus groups and individual interviews to assess the current state of the firm’s view on diversity and multicultural competence. It culminates with tactical suggestions on how to introduce systemic change that would allow for a more multiculturally competent firm, leading to greater tangible and intangible rewards.
Consulting
Sales Playbook
The Sales Playbook Engagement is a core program that Akina offers to firms who seek to move from good intention to disciplined action and success in sales and marketing. The Sales Playbook is designed to help business units, practice groups and client teams diagnose and clarify sales issues, improve execution to drive immediate change and results, and build organizational competence.
During a Sales Playbook engagement, we utilize our Revenue Acceleration Framework to assess and recommend strategies to improve our clients’ sales strategies and tactics to impact top line results. As part of the engagement, we may suggest and help execute solutions in the following areas:
|
Methods for structuring and communicating offerings to prospective clients, based on what is happening in the current market |
|
Strategies, processes and techniques for more productive lead generation |
|
Best practices and scripts for sales execution |
|
Standards and processes for prospect qualification and pipeline management |
|
Processes for improving team-selling competencies |
|
Account/Client management strategies to keep current clients happy and identify additional business |
|
Assessment and approaches to improve individual selling skills |
Marketing Playbook
Akina helps marketing departments of law firms and corporations generate higher return on investment in their touch points between marketing and sales.
Akina audits a range of marketing, business development and sales communications, processes and materials that touch the professional who sells and the end prospect or client.
We then provide a range of specific, pragmatic recommendations to create further productivity in the marketing organization’s business development and sales efforts.
Akina will facilitate the prioritization of recommendations and provide a playbook and a training approach that will:
|
Provide a framework, tools and processes that varying levels of marketers can use to facilitate, coach and support professionals who sell |
|
Enable marketers to coach through business development and selling situations |
|
Be measurable and scalable within the marketing organization (and possibly beyond) |
|
Align expectations between members of the marketing organization and outside of it |
|
Create buy-in for an approach that strives to provide more intention, purpose and clarity around efforts in business development and sales |
Training
Akina develops and delivers training workshops that allow clients to immediately improve their team performance at every level of the selling process.
Our core workshops are targeted at specific aspects of the Revenue Acceleration Framework. We also offer short customized workshops that address common issues related to selling and client management as well as general management, communication, and leadership skills.
Our workshops are tailored and highly interactive. Participants find that this is not a “butts in seats” style of training, but one where they are engaged, thinking and participating from beginning to end.
Our training workshops can be implemented independently or as part of a larger engagement whose goal is a more comprehensive transformation of the firm’s entire revenue generation process.
Some of our workshops include:
|
Akina’s Supervisory Skills Management Workshop |
|
Business Development for Associates |
|
Developing a Personal Marketing Roadmap |
|
From Good to Great: Maximizing the Power of Events |
|
Networking as a Business Development Strategy |
|
What Silver Bullet? Demystifying the Sales Process |
We also frequently create new workshops to meet specific needs. To learn more about our training workshops, please contact us.
Coaching
Accelerated Sales Program
The Accelerated Sales Program (ASP) is a ninety (90) day Coaching Program that includes a series of training and one-on-one coaching activities. These activities are highly customized and targeted to help attorneys, consultants, accountants and engineers “find their voice” in sales and marketing and become more effective at selling their firm’s services.
Group training workshops are focused primarily on:
|
Target Marketing |
|
Messaging & Offering Definition |
|
Lead Generation |
|
Sales Execution |
|
Closing Deals |
|
Client Management |
Between workshops, Akina conducts regularly scheduled weekly, live one-on-one personal coaching meetings to help professionals develop and execute on a customized weekly Business Development Plan that includes specific strategies, tactics and action steps to achieve targeted goals.
Akina also offers an abbreviated six-week Accelerated Sales Program in appropriate situations.
Strategic Account Management
A firm’s current accounts are the most important revenue-generating asset it has, yet most firms do not actively invest in their relationships with their clients.Using Akina's account management framework, we help firms design a comprehensive process that maximizes the revenue from strategic accounts while managing risks to the relationship and future revenue. We then train professionals to use the process by working with them on real accounts, thereby ensuring that it is fully implemented.
|
