What does Right Tack actually do in practice?

 
►  Consulting

We work closely with firm leaders/management teams to shape and implement client development strategies and plans (these might be for the firm as a whole, a product/service area, a market sector, or a particular product). Our focus is to provide ideas that challenge the leaders/teams and take them forward beyond where they are now, and devising practical ways that will turn the 'thinking into doing', so that the strategy is truly embedded into behaviour in the firm. Our involvement can be on a short-term or medium/long-term project basis, and typically would involve a number    of meetings and workshops, written reports, and presentations. Sometimes we      might be best deployed by seconding into firms for a period of time, and we would expect to test ideas from time to time with selected clients. Embedding the strategy usually requires a continuing involvement through one-to-one/ small groups coaching.

►  Coaching

We help individuals on a one-to-one basis or in small groups (typically in 1-2 hour sessions that run regularly over a 6 month period) to help them understand how they can meet their (and the firm’s) client development objectives. The focus of the      coaching sessions is on discussing practical tips (many sourced directly from clients), increasing confidence, role playing to test learnings, and generating enthusiasm to go out and do things. Our objective is to provide ideas that challenge people and take them forward beyond where they are now, and devising practical ways that will turn the 'thinking into doing', so that what is learnt during the sessions is truly embedded into behaviour. Firms might select leaders that others in the firm look to/follow as the best candidates for coaching, as they can disseminate their learning to others. Alternatively they may choose partners/principals who find client development more challenging than others.

 
►  Locum/interim support

We provide locum/interim marketing and business development support to firms that may be between staff or reviewing what their internal marketing and business development resource should be.  This would usually involve us seconding into firms for a period of time (e.g. several days a week/full-time for 3 or so months). The focus is on covering resource gaps/keeping things running efficiently. 

Of course we tailor our approach to fit each situation.

Underpinning all of this is 'the voice of the client'. Right Tack regularly touches base with a wide range of clients of professional services firms to get their insight and feedback on what they want/expect from their advisers. We utilise that experience in our consulting and coaching work.