{ "media_type": "text", "post_content": "What processes / best practices do you use to coordinate opportunities across service lines? I (tax) am about to start working with another service line (advisory) to come up with ways on how we can go to market and generate more opportunities together. One of the partners recommended sharing common data, while another recommended copying the different partners on each engagement setup email. How have you successfully looped in other practices on your engagements?", "post_id": "5fac8d2bd486d50024c9ab2c", "reply_count": 3, "vote_count": 1, "bowl_id": "552d1d24dc1c586b09d2d051", "bowl_name": "Consulting", "feed_type": "crowd" }
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What processes / best practices do you use to coordinate opportunities across service lines? I (tax) am about to start working with another service line (advisory) to come up with ways on how we can go to market and generate more opportunities together. One of the partners recommended sharing common data, while another recommended copying the different partners on each engagement setup email. How have you successfully looped in other practices on your engagements?

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By farming better- listening to your clients, asking them to introduce you to specific people in their orgs. Having discussions to understand what they are concerned about and then looking back in the firm to determine who can help. You can’t target which fish you will catch but surely figure out who in the firm should help you catch it once you know.

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Are you asking about the right go to market strategy? Or how to track and coordinate?

The answer to the second question is “CRM.” The answer to the first is serious commercial secret sauce

More like I am in the Life Sciences group and I want to work more closely / sell more work with the Healthcare group.

On its face, the overlap seems very obvious. But when you get into the finer details, it’s a bit trickier to execute. For example, how can we make sure that the life sciences group is at least alerted or referenced on each healthcare project? How can we leverage the data that we receive on a life sciences project and use that to the healthcare groups benefit? What kind of processes / practices ensure this level of cooperation?

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