Three years. GTM strategy embedded across multiple business units.
A sustained, multi-year engagement across Korn Ferry's business units. Market segmentation, ICP refinement, strategic account selection, and commercial operating model design, built to compound over time.
partnership
model design
A complex, multi-BU organisation that needed commercial coherence without losing autonomy.
Korn Ferry operates across multiple business units with distinct client bases, buying journeys, and competitive positions. The challenge was building a commercial operating model that created consistency and shared intelligence across the organisation while preserving each unit's ability to operate with its own GTM motion.
A three-year partnership built for compounding value.
Market segmentation and ICP definition
Defined the priority market segments and ICPs for each business unit: where the commercial opportunity was strongest and where Korn Ferry's proposition was most differentiated.
Strategic account selection and planning
Built and iterated the strategic account programme across multiple business units. Account selection, intelligence gathering, engagement playbooks, and pipeline tracking all aligned to a shared commercial framework.
Commercial operating model design
Designed the operating cadence, shared definitions, and governance structure that connected the business units' commercial activities without compromising individual accountability.
Capability build and embedding
Developed the internal capability to run the commercial operating model independently: training, coaching, and structured knowledge transfer across the commercial teams.
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