Throughout 2009, the BD Consultancy worked in partnership with LECG to introduce a Key Accounts Programme and to sharpen core business development skills.

LECG is a global expert services and consulting firm, with approximately 700 experts and professionals in 31 offices around the world.  It provides independent expert testimony, original authoritative studies, and strategic advisory and financial advisory services to clients including FTSE 250 companies, major law firms, and local and national governments. 

Amy Kilbane, European Marketing and Communications Director at LECG, first became aware of The BD Consultancy when she attended a conference at which Peter Kane presented.  Amy later explained what LECG hoped to achieve; a more coherent client development strategy coupled with a keener business development focus within the London office.

What did they do?

LECG decided to commission The BD Consultancy to accelerate what they were embarking on with their Key Account Programme by –

1. Introducing a method for the analysis and management of key accounts - introducing established best practice templates and process.

2. Providing an objective independent voice within the company at key business development meetings.

3. Delivering a series of short training courses covering core business development skills.  Each course was tailored to fit the scenarios and culture within LECG.

4.Conducting a series of individual coaching workshops for the UK’s current and future leadership team (senior consultant to Managing Director level).

5. Producing reference guides to support the training and coaching.

The Result    

Within six months there has been a dramatic improvement within LECG.  They now enjoy a higher degree of focus and clarity about who their key clients are and how they can best serve them.  This coupled with the increased business development confidence and competence from the senior management team has resulted in a boost in activity which is translating into results.

The firm has seen a 30% uplift in senior interactions with key account firms (with existing and new contacts) and, critically, there has been a tangible increase in cross-practice area collaboration within LECG in terms of the planning and execution of key account touchpoints.

“We have been delighted with the results we have seen from our work with The BD Consultancy and our development of a robust and effective key account framework. The benefits we have seen from Peter Kane’s involvement, and the focused way we have reviewed and developed our activity in this area, extend beyond fulfilling our original objectives. First and foremost we required discipline, consistency and confidence in our approach to business development. However, through the added confidence and understanding we have established in our senior people, we have achieved an unprecedented level of appetite and ownership for key account development within the firm which will undoubtedly underpin further success in this field going forward.”

“Peter Kane has given us the tools, and instilled in us the energy, to take our key account programme and other BD activity from being a marketing-owned, necessary ‘evil’, to being a fundamental part of developing our business which everyone has a stake in.”

“Peter has a lively and very down to earth approach to his work which means he is able to build a strong rapport with people at all levels. In turn this creates trust and engagement which is key when developing people and drawing them outside of their comfort zones. The BD Consultancy specialises in building and supporting successful relationships and in addition to the client and prospect relationship development which was his primary focus with LECG, Peter has also engendered a spirit of internal collaboration which is enabling us to better explore cross-practice area working and, ultimately, ways of cross-selling effectively.”