Business Development – McKinsey Style

Gerry Riskin's blog, Amazing Firms, Amazing Practices, has an interesting post entitled McKinsey & Co "2/4/8" and no Marketing Department.

Adam Lewis, a Director and the Managing Partner of the Australian and New Zealand practices of McKinsey & Company, described the firm’s 2/4/8 strategy for business development: “Every Director in the firm is required to be working on “2” assignments, be in the process of proposing for “4” more, and in communication with “8” more prospective clients.”

The beauty of this approach is its simplicity plus its potential for keeping consultants focused on marketing while serving clients. Any consultant can use this approach, potentially with different numbers in the “2/4/8” formula.

Comments

[Tina]

This is a nice application of the three horizons of growth described in "The Alchemy of Growth." (Which was written by three McKinsey partners!)