Client story · KPMG

Culture change at KPMG: turning global capability into local growth

A global coaching programme that helped accountants, auditors and consultants in 100+ countries think and act as business developers.

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62%

proposal win rate among trained teams, up from 45%

95%

of participants reported higher confidence and ownership of business development

40%

increase in business development capability scores

The context

Entrepreneurial mindset in a professional services firm

KPMG wanted one scalable approach to business development across its global network in more than 100 countries, while still respecting local markets. Confidence and capability varied widely, coaching was inconsistent, and there was no formal framework. The challenge was to turn technical experts into opportunity finders without losing their professional integrity.

What we built

Capability at scale

The KPMG WAY Business Development Programme:

A coaching methodology co-created with business development professionals and validated by executive sponsors
Tools, playbooks and facilitator guides
A Business Development Coaching Community platform for sharing knowledge globally

How we did it

Five phases: due diligence across member firms' existing programmes, definition of objectives with stakeholders, co-created design, development of tools and the platform, and deployment. Pilots in several regions led to a global rollout combining virtual sessions, live workshops and on-the-job coaching.

Role

Agency

Systems

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