Akina believes that any business development and sales cycle can be broken down into six common sequential phases. Akina’s Revenue Acceleration Framework is the visual translation of that cycle.
Akina's Revenue Acceleration Framework
TARGET MARKET ANALYSIS
The most critical aspect of a successful revenue generation process is to position the right service, which solves the right problems, to the right market. Akina works with our clients to identify their specific buyers and develop a timely understanding of what is happening in their target markets so they can articulate the kinds of problems they solve.MESSAGING
Akina helps to create alignment between what firms, practices and individuals offer and how they communicate their value to the target buyer or prospect. We help clients find the actual words to describe the problems from the perspective of the buyer so that prospects can clearly recognize that the lawyer truly understands his or her situation, issues, concerns and opportunities.RELATIONSHIP BUILDING
Once desired clients are identified and problems are clarified, we help attorneys to pursue these types of relationships through appropriate marketing activities. Effective lead generation programs maximize time and effort to expand the sales funnel. As a result, more of the right opportunities come through the door more often.SALES EXECUTION
Akina’s sales execution model helps professionals create consistency in approach to client meetings and client pitches by providing a series of steps that will help them become more confident, knowledgeable, and responsive to a prospective client’s issues and needs.PURSUIT AND CLOSING
Making “the ask” can be difficult – especially when it’s not known if the prospective client is qualified and ready to buy. Akina provides a set of tools to help professionals understand “where they are at” in the process, how to move the sales cycle forward, and how to effectively close business.CLIENT EXPERIENCE & MANAGEMENT
A firm’s current accounts are the most important revenue-generating asset it has. Yet most organizations invest in developing their current client relationships with less discipline and organization than they would like. Using Akina’s account management framework, we help clients design a comprehensive process that ensures that professionals maximize the revenue from their strategic accounts while managing risks to the relationship and to the future revenue the firm relies upon.LEADERSHIP, ORGANIZATION AND INFRASTRUCTURE
None of the above phases can be executed without effective leadership and support from the organization and an infrastructure that enables productivity. Often times, however, culture, people and tools are not aligned in supporting a sales cycle. Akina provides a process and tools to help leadership improve and align the culture of the organization, its leadership and its people.
Our approach is built on our own passion and integrity, so we don’t preach anything we don’t practice. As a result, our clients experience our approach to problem-solving and relationship building firsthand.
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