The Leadership Forum | Client listening to drive commercial conversations with clients

Tuesday 20 October 2020
09:00 - 10:00

Client listening to drive commercial conversations with clients

How do we generate a momentum for real change in the way professional firms engage with their clients and start to have commercial conversations with them? Deployed effectively, the insights from client listening programmes should be driving business development and client engagement activities, underpinning the Key Account Management toolkit.

In the next of our Leadership Forum virtual roundtables, led by Meridian West Managing Director Alastair Beddow and Michelle Panayi, Head of Client Development at Grant Thornton, we will be discussing how to meet the challenges of aligning client listening with business development activity and how we maintain momentum internally.

The key discussion points we’ll be focusing on during the session include:

  • How do you build and then maintain momentum internally?
  • Aligning client insights with your Key Account Management Programme
  • Scaling up to get long term value out of your client insights

Designed to be interactive, and lasting 45 minutes – 1 hour, our Leadership Forum sessions bring together a changing group of around six to twelve leaders across professional services (legal, accounting, consulting, advisers) for peer-to-peer conversations that focus on the key business strategy challenges and opportunities we observe in our practice with clients and across the market.

As with all our Leadership Forum events, this roundtable is by invitation only but please contact us if you’d like to learn more or to register your interest in joining us.

More about the Leadership Forum

We are developing a community of senior leaders in professional services through a series of invite-only virtual roundtables in the autumn, that we are calling “The Leadership Forum”.

The specific areas we will be exploring in each session will be circulated in advance to give participants the opportunity to consider the key talking points  they would be most interested in talking to.

Our ambition in these sessions is to “get under the skin” of some of the knotty issues impacting firms, and deepen the discussion around outcomes and solutions, alongside the diagnostic. As we build this Leadership Forum community, we are also very open to suggestions from our participants on other topics we should be talking about.

In order to facilitate a frank and open exchange of views, these sessions will be private, but we may look to incorporate some of the generic insights shared in them in our own market commentary.

We firmly believe that there is a place for a more substantive debate and analysis around strategic leadership issues in professional services and that Meridian West is well-placed to bring to the table a “from the ground” business take which draws on our learnings from the diverse mandates we are carrying out.

Please get in touch if you’d like to learn more or to register your interest in joining us.

“Meridian West’s industry knowledge and network mean their Leadership Forums are always insightful and worth joining. The open conversation with peers is something you rarely find elsewhere.  I usually pick up two or three ideas I can take back into my business straightaway.

Nigel Clark, Global Head of Marketing and Communication, SLR Consulting