"Are we still doing what we set out to do?" "Is our business strategy still realistic and robust?" "How are we perceived in the marketplace?" "What is our real point of difference and are we making the most of it?" For many companies, business strategy is a lost opportunity. Although it is the very foundation for stability, growth and success, too often its potential remains untapped. Why? Because someone has to take responsibility for defining it, implementing it, managing it and tracking it. Let us help you.

What we do

As business growth specialists, we have an enviable track record of success in helping businesses get their strategy right. From advertising and public relations, to accountancy and pharmaceuticals, our experience covers a range of industries and companies of all sizes. Each programme may be unique and highly individual, however the overriding objective is always the same: to grow the business.

Our expertise covers the following:

• Undertaking competitor analysis
• Reviewing company values and defining business personality
• Matching growth objectives against sales plans
• Sales elevator pitch
• Preparing sales material – from letters to presentations
• Building a robust 6-month sales plan
• Database creation and management.

Strategy reviews – which take between 1–5 days, depending on the nature, size and complexity of a business – comprise: a one-day analysis of current strategy activity; interviews with the key people involved in managing the process; establishing what is needed; and implementation of the agreed plan of action.

 

Touchstone supports strategic change within city law firm

A top 20 legal firm approached Touchstone to help overcome marketing and sales challenges including lack of cross-selling, poor internal brand, uncoordinated marketing and low staff retention. As a result, they now have a group-wide marketing team, a simplified house style for all marketing materials, increased sales and improved staff retention.

Client issue:

Our client is a top 20 legal practice with twelve Partner practices working autonomously. There were Partner meetings however, little product knowledge passed between them and in-house referrals were minimal. Brand values were reflected in different ways and staff retention was low. From a new business perspective there was an over-dependency on referrals.

Touchstone solutions:

We had been working with one particular practice area on client prospecting for 9 months and were appointed to come into the business to undertake a thorough strategic review across all divisions.

• Following a meeting with the Board, Touchstone interview all Practice Partners to establish their issues and needs
• Critique of current, lapsed and potential clients
• An "inside-out" discussion session regarding the strengths/weaknesses of the Practice
• Setting up of a database for the Group/training for all key staff
• Training identified for client and prospect-facing staff re. new business cold-calling; how to present to new prospects; how to close; how to "farm" existing business
• Evaluation of brand values, key messages (Group), what the Company "stands for"

Results:

• The marketing team now includes selected Practice heads and a new set of Brand values received Group approval; followed by in-house training for all staff
• All marketing material has been simplified and presented in one house-style
• HR has reviewed all selection and induction processes
• New Business drives and database information is now transmitted around the Company
• Regular Practice Partner meetings are showing more willingness to work as a team
• Personnel who found the change difficult have now come to appreciate the opportunities and diversity of opportunities
• Training in new business "hunting" and "farming" to key personnel has led to more willingness to seek out new business beyond referrals
• Staff retention has begun to show improvement
• The success of setting in place a new business drive is reflected in incremental growth throughout the teams

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Renee Botham, Head of Strategy

With 30 years in Sales and Marketing (Laskys, Hilton and Crest), Renee works on business strategy with our clients. Spending 2-5 days within each organisation, she is able to question, review, create and ultimately put in place the process that will enable them to grow. Over the past 18 years she has energised, motivated and created passion for business growth within a wide range of companies. She ensures that both principals and employees have "bought" into the importance of a strategic framework from which to pursue their business aspirations. She views the FT as one of her favourite reads and even finds time to study with the Open University.

To find out more about how our expertise in strategy will benefit your business, please contact Renee Botham, Managing Director:

Tel: 020 8385 3800
Email: reneeb@touchstonegrowth.com

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