As a Deloitte Principal, Paul Legere has thirty-five years’ financial services industry experience with thirty in Consulting. Over the course of his career, Paul has stood up and run global practices in M&A and Restructure, served as Head of Strategy, Transformation and Innovation for Financial Services and had leadership roles with a variety of US and Global clients. He is currently global lead for one of Deloitte’s largest financial services clients. Paul is experienced at building successful relationships with complex, global organisations, and strives to create mutually beneficial partnerships rather than conform to the consultant-serves-client approach.
Drive value for all
Client relationships are never just about selling and much more about how we help each other so we both become more effective, more valuable, and more productive. This is about having a vision of what success looks like and working backwards from there. How are we driving the future of the organisation? Will they be more agile, more future-ready, and more able to transform? And what are the benefits for us?
Define your parameters and purpose
Start by clearly defining your partnership parameters including what you are seeking from the relationship, what you want to give and where you are likely to win. Be honest and transparent about your purpose in both industry and societal terms.
Establish a joint purpose
Having a common purpose that binds you with your client isn’t just about doing great work, it is also about working with people who share a common belief around how they treat and value others. Successful organisations must demonstrate that they care about a broader set of stakeholders in a meaningful way through outcomes, not box-ticking.
Hard work pays off
It matters less what happens at a particular point in time or on a specific opportunity or pursuit and more how you manage your way through it. If your client relationship approach is underpinned by a platform of values that you both share and believe in, it will pay off. In the end, honesty and transparency pay off, accountability pays off, measuring results pays off. Hard work pays off.
Read Paul Legere’s full Viewpoint in Account-Based Growth by Bev Burgess and Tim Shercliff, published by Kogan Page.
