• Growth of Advisory to 30% by 2020

    - CAGR of 38%

    - 300% growth

  • 1.) Existing products to current clients

  • 2.) Existing products to new clients

  • 3.) New products and services

  • 4.) New industry creation (Horizontal integration)

  • 5.) New competitive arena

  • Spread services across regions

  • Cross sell more effectively

  • Improve BD capability

  • Improve brand awareness

  • Buy clients

  • Develop

  • Aquire

  • Hire

  • Partner

  • Acquisition/ Merger of key competitor in space?

  • Joint ventures

  • Diversification outside of construction markets

  • Hire talent in regions

  • Relocate existing advisory staff to regions with holes to provide the same service to the same clients

  • Educate existing staff to improve opportunity tracking and conversion

  • Improve thought leadership to increase brand awareness in advisory

  • Improve understanding of existing clients

  • Training for key staff

  • Level of support - new BD model?

  • Invest in BD technology

  • Increase volume of bids

  • Increase quality of bids

  • Increase marketing spend

  • Increase thought leadership output

  • Change commercial model

  • Acquisition of competitor in space

  • Partnership with competitors in space

  • Training

  • Innovation

  • Acquisition of company within same value chain

  • Acquisition of company outside of core value chain

  • Can we hire key stakeholders to bring in new knowledge?

  • Can we partner with non-core companies to provide value in non-core markets

    e.g. we are a PM company - can we leverage this in different industries?

    • Value created?
    • Value added?

    Sustainable?

  • Economic consultancy

  • Funding consultancy

  • Manufacturing

  • Asset Management

  • Management Consulting (Trad)

  • Procurement consultancy

  • Operations consultancy for capital asset industries

  • By hiring team members with skills aligned to our current advisory offering we can leverage our global capability to expand advisory

    • What is demand for these services
    • What is VC of hiring
    • Success factors?
  • What is impact to core business

    • Land and expand?
  • By dedicating x amount of time to development of thought leadership we can increase opportunities by x.

    • What is impact of past campaigns -eg iPM how many organic leads came in?
  • Create report for each client of key issues they are facing and how we can tailor a solution to address this

    • What exists currently with regards to client intel?
  • Influencers may be provided with training in opportunity generation and key frameworks in advisory

  • Hub and spoke model is currently being used - reach back to London in all cases.

    Decentralization may yield better results due to better understanding of markets

  • Can we increase touch-points with clients

    CRM capability
    Knowledge management

  • Can we turn out more bids more quickly

    • by standardizing key aspects of our bids we can bid on a wider variety of projects
    • Can we improve sales pipeline
  • How do we make sure we win more work?

  • By increasing marketing spend on advisory in key regions we will increase the amount of advisory work won

    • What is the correlation?
    • Do we have any existing data to support
    • What is ratio
    • What markets and services (Challenges facing each region)
  • Increase regional thought leadership initiatives to increase brand awareness in markets.

    “An output of x articles a quarter will increase lead generation in advisory by x.”

  • Commoditize outcomes

    By changing commercial model to create products that clients buy we can make it easier to buy our services. This will require a change in pricing mechanisms to price driven costing from cost driven pricing

    • what are key considerations for clients when purchasing services
    • Can we sell outcomes rather than people?
    • What are regional commercial models?
  • Identify and cost small competitors who provide similar services to clients we desire

    • Where
    • Who
    • Price (Valuation of company)
  • Allow targets to leverage our global presence/ capability in order to share in their client contacts

    • Who
    • Where
    • Commercial arrangement?
  • How can we reshape current efforts to support growth and transferable skills.

    • MBA’s?
    • Innovation training
    • Change in performance goals
  • Innovation engine

    • 90 day plan?
    • Allocate budget

    Develop go-to-market strategies

    How can we sell?

  • Where on the value chain

    • What are potential revenue synergies?
    • Costs?
  • What is benefit outside of current value chain

    • Explore DD of Sukio
    • Can we learn from other industries?

    • Costs?

  • Who/ where?

  • What value do we provide?

{"cards":[{"_id":"6d663bb891b4b42fb4000013","treeId":"6d663ba391b4b42fb4000011","seq":8235867,"position":1,"parentId":null,"content":"# **Growth of Advisory to 30% by 2020**\n ## *- CAGR of 38%*\n\n ## *- 300% growth*\n\n\n![](https://www.filepicker.io/api/file/B6xPWqR7QmaEjZoTIOhF)\n\n"},{"_id":"6d66432ba0bfd7cad7000007","treeId":"6d663ba391b4b42fb4000011","seq":8235868,"position":1,"parentId":"6d663bb891b4b42fb4000013","content":"##1.) Existing products to current clients"},{"_id":"6d666af3a0bfd7cad700000c","treeId":"6d663ba391b4b42fb4000011","seq":8235889,"position":1,"parentId":"6d66432ba0bfd7cad7000007","content":"Spread services across regions"},{"_id":"6d666d00a0bfd7cad700000e","treeId":"6d663ba391b4b42fb4000011","seq":8235947,"position":2,"parentId":"6d666af3a0bfd7cad700000c","content":"Hire talent in regions"},{"_id":"6d667f6ba0bfd7cad7000011","treeId":"6d663ba391b4b42fb4000011","seq":8235963,"position":1,"parentId":"6d666d00a0bfd7cad700000e","content":"By hiring team members with skills aligned to our current advisory offering we can leverage our global capability to expand advisory\n\n- What is demand for these services\n- What is VC of hiring \n- Success factors?"},{"_id":"6d666d54a0bfd7cad700000f","treeId":"6d663ba391b4b42fb4000011","seq":8235969,"position":3,"parentId":"6d666af3a0bfd7cad700000c","content":"Relocate existing advisory staff to regions with holes to provide the same service to the same clients"},{"_id":"6d6687d7a0bfd7cad7000013","treeId":"6d663ba391b4b42fb4000011","seq":8235983,"position":1,"parentId":"6d666d54a0bfd7cad700000f","content":"What is impact to core business\n\n- Land and expand?"},{"_id":"6d666e0fa0bfd7cad7000010","treeId":"6d663ba391b4b42fb4000011","seq":8235985,"position":2,"parentId":"6d66432ba0bfd7cad7000007","content":"Cross sell more effectively "},{"_id":"6d6689a8a0bfd7cad7000014","treeId":"6d663ba391b4b42fb4000011","seq":8235986,"position":1,"parentId":"6d666e0fa0bfd7cad7000010","content":"Educate existing staff to improve opportunity tracking and conversion"},{"_id":"6d668abea0bfd7cad7000015","treeId":"6d663ba391b4b42fb4000011","seq":8236001,"position":2,"parentId":"6d666e0fa0bfd7cad7000010","content":"Improve thought leadership to increase brand awareness in advisory"},{"_id":"6d668f7aa0bfd7cad7000017","treeId":"6d663ba391b4b42fb4000011","seq":8235996,"position":1,"parentId":"6d668abea0bfd7cad7000015","content":"By dedicating x amount of time to development of thought leadership we can increase opportunities by x.\n\n- What is impact of past campaigns -eg iPM how many organic leads came in?\n"},{"_id":"6d668baaa0bfd7cad7000016","treeId":"6d663ba391b4b42fb4000011","seq":8236002,"position":3,"parentId":"6d666e0fa0bfd7cad7000010","content":"Improve understanding of existing clients"},{"_id":"6d6693e0a0bfd7cad7000018","treeId":"6d663ba391b4b42fb4000011","seq":8236017,"position":1,"parentId":"6d668baaa0bfd7cad7000016","content":"Create report for each client of key issues they are facing and how we can tailor a solution to address this\n\n- What exists currently with regards to client intel?\n"},{"_id":"6d6643bca0bfd7cad7000008","treeId":"6d663ba391b4b42fb4000011","seq":8235869,"position":2,"parentId":"6d663bb891b4b42fb4000013","content":"##2.) Existing products to new clients"},{"_id":"6d669dfea0bfd7cad7000019","treeId":"6d663ba391b4b42fb4000011","seq":8236019,"position":1,"parentId":"6d6643bca0bfd7cad7000008","content":"Improve BD capability"},{"_id":"6d66a07fa0bfd7cad700001d","treeId":"6d663ba391b4b42fb4000011","seq":8236091,"position":1,"parentId":"6d669dfea0bfd7cad7000019","content":"Training for key staff"},{"_id":"6d679bf3a0bfd7cad700004e","treeId":"6d663ba391b4b42fb4000011","seq":8237502,"position":1,"parentId":"6d66a07fa0bfd7cad700001d","content":"Influencers may be provided with training in opportunity generation and key frameworks in advisory"},{"_id":"6d66c7c3a0bfd7cad700001e","treeId":"6d663ba391b4b42fb4000011","seq":8236092,"position":2,"parentId":"6d669dfea0bfd7cad7000019","content":"Level of support - new BD model?"},{"_id":"6d679a42a0bfd7cad700004d","treeId":"6d663ba391b4b42fb4000011","seq":8237485,"position":1,"parentId":"6d66c7c3a0bfd7cad700001e","content":"Hub and spoke model is currently being used - reach back to London in all cases.\n\nDecentralization may yield better results due to better understanding of markets"},{"_id":"6d66c88fa0bfd7cad700001f","treeId":"6d663ba391b4b42fb4000011","seq":8237503,"position":3,"parentId":"6d669dfea0bfd7cad7000019","content":"Invest in BD technology"},{"_id":"6d679da2a0bfd7cad700004f","treeId":"6d663ba391b4b42fb4000011","seq":8237519,"position":1,"parentId":"6d66c88fa0bfd7cad700001f","content":"Can we increase touch-points with clients\n\nCRM capability\nKnowledge management"},{"_id":"6d66c94aa0bfd7cad7000020","treeId":"6d663ba391b4b42fb4000011","seq":8236111,"position":4,"parentId":"6d669dfea0bfd7cad7000019","content":"Increase volume of bids"},{"_id":"6d679803a0bfd7cad700004b","treeId":"6d663ba391b4b42fb4000011","seq":8237481,"position":1,"parentId":"6d66c94aa0bfd7cad7000020","content":"Can we turn out more bids more quickly\n\n- by standardizing key aspects of our bids we can bid on a wider variety of projects\n- Can we improve sales pipeline"},{"_id":"6d66cef7a0bfd7cad7000022","treeId":"6d663ba391b4b42fb4000011","seq":8236113,"position":5,"parentId":"6d669dfea0bfd7cad7000019","content":"Increase quality of bids"},{"_id":"6d6799daa0bfd7cad700004c","treeId":"6d663ba391b4b42fb4000011","seq":8237483,"position":1,"parentId":"6d66cef7a0bfd7cad7000022","content":"How do we make sure we win more work?"},{"_id":"6d669eb4a0bfd7cad700001a","treeId":"6d663ba391b4b42fb4000011","seq":8236021,"position":2,"parentId":"6d6643bca0bfd7cad7000008","content":"Improve brand awareness"},{"_id":"6d66cf5fa0bfd7cad7000023","treeId":"6d663ba391b4b42fb4000011","seq":8236116,"position":1,"parentId":"6d669eb4a0bfd7cad700001a","content":"Increase marketing spend"},{"_id":"6d66d0bfa0bfd7cad7000026","treeId":"6d663ba391b4b42fb4000011","seq":8236150,"position":1,"parentId":"6d66cf5fa0bfd7cad7000023","content":"By increasing marketing spend on advisory in key regions we will increase the amount of advisory work won\n\n- What is the correlation?\n- Do we have any existing data to support\n- What is ratio\n- What markets and services (Challenges facing each region)"},{"_id":"6d66cfc2a0bfd7cad7000024","treeId":"6d663ba391b4b42fb4000011","seq":8236156,"position":2,"parentId":"6d669eb4a0bfd7cad700001a","content":"Increase thought leadership output"},{"_id":"6d66dac0a0bfd7cad7000027","treeId":"6d663ba391b4b42fb4000011","seq":8236159,"position":1,"parentId":"6d66cfc2a0bfd7cad7000024","content":"Increase regional thought leadership initiatives to increase brand awareness in markets.\n\n\"An output of x articles a quarter will increase lead generation in advisory by x.\""},{"_id":"6d66df23a0bfd7cad7000028","treeId":"6d663ba391b4b42fb4000011","seq":8236183,"position":3,"parentId":"6d6643bca0bfd7cad7000008","content":"Buy clients "},{"_id":"6d66fb47a0bfd7cad7000029","treeId":"6d663ba391b4b42fb4000011","seq":8236184,"position":1,"parentId":"6d66df23a0bfd7cad7000028","content":"Change commercial model"},{"_id":"6d6701b4a0bfd7cad700002b","treeId":"6d663ba391b4b42fb4000011","seq":8236658,"position":1,"parentId":"6d66fb47a0bfd7cad7000029","content":"Commoditize outcomes\n\nBy changing commercial model to create products that clients buy we can make it easier to buy our services. This will require a change in pricing mechanisms to price driven costing from cost driven pricing\n\n- what are key considerations for clients when purchasing services\n- Can we sell outcomes rather than people?\n- What are regional commercial models?"},{"_id":"6d67028da0bfd7cad700002c","treeId":"6d663ba391b4b42fb4000011","seq":8236192,"position":2,"parentId":"6d66fb47a0bfd7cad7000029","content":""},{"_id":"6d66fb97a0bfd7cad700002a","treeId":"6d663ba391b4b42fb4000011","seq":8236188,"position":2,"parentId":"6d66df23a0bfd7cad7000028","content":"Acquisition of competitor in space"},{"_id":"6d671415a0bfd7cad700002d","treeId":"6d663ba391b4b42fb4000011","seq":8236660,"position":1,"parentId":"6d66fb97a0bfd7cad700002a","content":"Identify and cost small competitors who provide similar services to clients we desire\n\n- Where\n- Who\n- Price (Valuation of company)\n"},{"_id":"6d671742a0bfd7cad700002e","treeId":"6d663ba391b4b42fb4000011","seq":8236661,"position":3,"parentId":"6d66df23a0bfd7cad7000028","content":"Partnership with competitors in space"},{"_id":"6d6717eba0bfd7cad700002f","treeId":"6d663ba391b4b42fb4000011","seq":8236664,"position":1,"parentId":"6d671742a0bfd7cad700002e","content":"Allow targets to leverage our global presence/ capability in order to share in their client contacts\n\n- Who\n- Where\n- Commercial arrangement?\n"},{"_id":"6d66447ba0bfd7cad7000009","treeId":"6d663ba391b4b42fb4000011","seq":8235870,"position":3,"parentId":"6d663bb891b4b42fb4000013","content":"##3.) New products and services"},{"_id":"6d671f4aa0bfd7cad7000030","treeId":"6d663ba391b4b42fb4000011","seq":8236672,"position":1,"parentId":"6d66447ba0bfd7cad7000009","content":"Develop"},{"_id":"6d67202ea0bfd7cad7000034","treeId":"6d663ba391b4b42fb4000011","seq":8236677,"position":1,"parentId":"6d671f4aa0bfd7cad7000030","content":"Training"},{"_id":"6d676546a0bfd7cad700003b","treeId":"6d663ba391b4b42fb4000011","seq":8237316,"position":1,"parentId":"6d67202ea0bfd7cad7000034","content":"How can we reshape current efforts to support growth and transferable skills.\n\n- MBA's?\n- Innovation training\n- Change in performance goals"},{"_id":"6d67205aa0bfd7cad7000035","treeId":"6d663ba391b4b42fb4000011","seq":8236679,"position":2,"parentId":"6d671f4aa0bfd7cad7000030","content":"Innovation"},{"_id":"6d6767d2a0bfd7cad700003c","treeId":"6d663ba391b4b42fb4000011","seq":8237319,"position":1,"parentId":"6d67205aa0bfd7cad7000035","content":"Innovation engine\n\n- 90 day plan?\n- Allocate budget\n\n\nDevelop go-to-market strategies\n\nHow can we sell?"},{"_id":"6d671f9da0bfd7cad7000031","treeId":"6d663ba391b4b42fb4000011","seq":8236673,"position":2,"parentId":"6d66447ba0bfd7cad7000009","content":"Aquire"},{"_id":"6d675a05a0bfd7cad7000037","treeId":"6d663ba391b4b42fb4000011","seq":8237284,"position":1,"parentId":"6d671f9da0bfd7cad7000031","content":"Acquisition of company within same value chain"},{"_id":"6d675bc6a0bfd7cad7000039","treeId":"6d663ba391b4b42fb4000011","seq":8237292,"position":1,"parentId":"6d675a05a0bfd7cad7000037","content":"Where on the value chain\n\n- What are potential revenue synergies?\n\n\n- Costs?\n"},{"_id":"6d675b47a0bfd7cad7000038","treeId":"6d663ba391b4b42fb4000011","seq":8237286,"position":2,"parentId":"6d671f9da0bfd7cad7000031","content":"Acquisition of company outside of core value chain"},{"_id":"6d675d5da0bfd7cad700003a","treeId":"6d663ba391b4b42fb4000011","seq":8237291,"position":1,"parentId":"6d675b47a0bfd7cad7000038","content":"What is benefit outside of current value chain\n\n- Explore DD of Sukio\n- Can we learn from other industries?\n\n- Costs?"},{"_id":"6d671fd6a0bfd7cad7000032","treeId":"6d663ba391b4b42fb4000011","seq":8236674,"position":3,"parentId":"6d66447ba0bfd7cad7000009","content":"Hire"},{"_id":"6d676a66a0bfd7cad700003d","treeId":"6d663ba391b4b42fb4000011","seq":8237323,"position":1,"parentId":"6d671fd6a0bfd7cad7000032","content":"Can we hire key stakeholders to bring in new knowledge?"},{"_id":"6d672001a0bfd7cad7000033","treeId":"6d663ba391b4b42fb4000011","seq":8237324,"position":4,"parentId":"6d66447ba0bfd7cad7000009","content":"Partner"},{"_id":"6d676b7ba0bfd7cad700003e","treeId":"6d663ba391b4b42fb4000011","seq":8237328,"position":1,"parentId":"6d672001a0bfd7cad7000033","content":"Can we partner with non-core companies to provide value in non-core markets\n\n\ne.g. we are a PM company - can we leverage this in different industries?"},{"_id":"6d676d41a0bfd7cad700003f","treeId":"6d663ba391b4b42fb4000011","seq":8237329,"position":1,"parentId":"6d676b7ba0bfd7cad700003e","content":"Who/ where?"},{"_id":"6d677288a0bfd7cad7000040","treeId":"6d663ba391b4b42fb4000011","seq":8237337,"position":2,"parentId":"6d676b7ba0bfd7cad700003e","content":"What value do we provide?\n"},{"_id":"6d6644dca0bfd7cad700000a","treeId":"6d663ba391b4b42fb4000011","seq":8235872,"position":4,"parentId":"6d663bb891b4b42fb4000013","content":"##4.) New industry creation (Horizontal integration)"},{"_id":"6d677e22a0bfd7cad7000041","treeId":"6d663ba391b4b42fb4000011","seq":8237390,"position":1,"parentId":"6d6644dca0bfd7cad700000a","content":"Acquisition/ Merger of key competitor in space?"},{"_id":"6d678c4ea0bfd7cad7000042","treeId":"6d663ba391b4b42fb4000011","seq":8237403,"position":1,"parentId":"6d677e22a0bfd7cad7000041","content":"- Value created?\n- Value added?\n\nSustainable?"},{"_id":"6d679622a0bfd7cad7000049","treeId":"6d663ba391b4b42fb4000011","seq":8237474,"position":2,"parentId":"6d6644dca0bfd7cad700000a","content":"Joint ventures"},{"_id":"6d679702a0bfd7cad700004a","treeId":"6d663ba391b4b42fb4000011","seq":8237475,"position":1,"parentId":"6d679622a0bfd7cad7000049","content":"Economic consultancy "},{"_id":"6d679ff8a0bfd7cad7000050","treeId":"6d663ba391b4b42fb4000011","seq":8237521,"position":2,"parentId":"6d679622a0bfd7cad7000049","content":"Funding consultancy"},{"_id":"6d67a03fa0bfd7cad7000051","treeId":"6d663ba391b4b42fb4000011","seq":8237533,"position":3,"parentId":"6d679622a0bfd7cad7000049","content":""},{"_id":"6d6645a3a0bfd7cad700000b","treeId":"6d663ba391b4b42fb4000011","seq":8235873,"position":5,"parentId":"6d663bb891b4b42fb4000013","content":"##5.) New competitive arena"},{"_id":"6d679080a0bfd7cad7000043","treeId":"6d663ba391b4b42fb4000011","seq":8237408,"position":1,"parentId":"6d6645a3a0bfd7cad700000b","content":"Diversification outside of construction markets"},{"_id":"6d67914aa0bfd7cad7000044","treeId":"6d663ba391b4b42fb4000011","seq":8237409,"position":1,"parentId":"6d679080a0bfd7cad7000043","content":"Manufacturing"},{"_id":"6d67917fa0bfd7cad7000045","treeId":"6d663ba391b4b42fb4000011","seq":8237414,"position":2,"parentId":"6d679080a0bfd7cad7000043","content":"Asset Management"},{"_id":"6d67930aa0bfd7cad7000046","treeId":"6d663ba391b4b42fb4000011","seq":8237415,"position":3,"parentId":"6d679080a0bfd7cad7000043","content":"Management Consulting (Trad)"},{"_id":"6d6793a3a0bfd7cad7000047","treeId":"6d663ba391b4b42fb4000011","seq":8237416,"position":4,"parentId":"6d679080a0bfd7cad7000043","content":"Procurement consultancy"},{"_id":"6d6793dfa0bfd7cad7000048","treeId":"6d663ba391b4b42fb4000011","seq":8237471,"position":5,"parentId":"6d679080a0bfd7cad7000043","content":"Operations consultancy for capital asset industries"}],"tree":{"_id":"6d663ba391b4b42fb4000011","name":"Growth of Advisory","publicUrl":"growth-of-advisorytt"}}