Improving Margin at a Major Professional Services Firm

The Company

A global professional services firm with more than 100,000 employees and more than $15 Billion in annual revenue, offering audit, tax, consulting and financial advisory services.

The Challenge

The firm was experiencing margin erosion in a highly competitive environment where fees were degrading year on year.  The most senior partners in the firm became senior because of their technical competence and ability to deliver services, and many lacked the skills necessary to successfully negotiate fees and manage clients.

Vantage’s Solution

Vantage provided 3.5-day workshops for all senior personnel (more than 4,000 employees) that focused on fee and scope negotiations with clients. Customized case studies that were drawn from some of the most challenging fee and scope management situations encountered by partners in the firm were used in the workshops.

The Result

A post-workshop survey indicated that direct, bottom-line, incremental value exceeding $42 Million was derived after the training. 

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