Navigator
Developing strategic capability and performance.
iHelm’s growth accelerator program Navigator has been designed to enhance the business development capability of teams within professional services and financial services firms.
With the world changing at an exponential rate, organisational agility and agile leadership are key. The financial services and professional services industries are both at an inflection point – disruption is creating unprecedented opportunities and threats.
There is a clear imperative for organisations to reimagine their business models to accelerate the move from coping to thriving. Organisations are increasingly committing to the need to transition to net-zero emissions. A number of challenges exist that require a coordinated response, but there are also substantial growth opportunities for forward-thinking and agile businesses (see McKinsey report The Net-Zero Transition, Jan 2022). The reality is that changes in the market have created a real urgency for firms to think about how to respond to market conditions to enhance their top and bottom lines while conforming to community expectations around Environmental Social and Governance (ESG) issues and meeting government-led net zero targets by 2050.
Tough times are good times for agile firms as there is a flight to quality, trusted relationships and working with firms that really get things done. There also tend to be more significant shifts in market share in bear markets rather than bull markets, which can be an advantage to a forward-looking firm. As Warren Buffet said: "you only know who's been swimming naked when the tide goes out".
In a Volatile Uncertain Complex and Ambiguous (VUCA) world, accelerating profitable growth is one of the greatest challenges professional services and financial services firms face. Meanwhile, it’s incumbent on partners and senior teams to create real value for clients. Firms need to shift from SAFE (Small, Achievable, Following, Easy) to BOLD (Big, Outperforming, Leading Edge and Difficult).
iHelm's growth accelerator program Navigator equips executives with proven strategies and practical tactics to develop Demand Creation Campaigns and grow the revenue pipeline with existing clients, while remaining truly focused on creating value.
The goal of the program is to grow the revenue pipeline at speed with core customers, increase the number of services a firm can provide, while leveraging the networks and insights of recent hires to sharpen the firm’s focus on key fields of play. In essence, pace and focus are key.
Navigator builds on proven approaches to demand creation and business development. It leverages iHelm’s experience working in complex local, regional and global operating environments both in the professional and financial services sectors – and in the public sector at department, state and federal levels. The learnings from this experience are combined with practical insights from other leading professional services firms to build a robust platform for growth.
The end game? To significantly increase your firm’s share of wallet by profitably growing revenues and expanding the number of services your firm provides to core clients, materially enhance the impact of your Client Service Team and leverage input from recent hires to gain access to new clients.
