FORENSICS 2025
ROADMAP
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Sales & Marketing Plan
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Discovery Phase
Design Phase
Deploy Phase
1. Goals
What is our north star?
Achieve $500M annual revenue while maintaining profitability and
increasing sustainability
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Create the conditions for success
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How do we get there?
Empower leaders to be leaders
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2. Data Analysis
3. Insights
The discovery activities highlighted the following pain points.
Identity Crisis
Our professionals cannot articulate the purpose of FILS. FILS is viewed as a holding company, with individual practices and goals operating in a vacuum.
Federated Structure
Our disparate practices make it difficult to collaborate, solution sell, cross-sell, share resources, and co-author marketing and content.
Talent Gap
The FILS structure is not designed for optimal professional growth. The practice lacks the development ladder to move our professionals from associate to partner and needs to invest in preparing and empowering our staff to replace those leaders nearing retirement.
Transactional Sales
Generally, we are only selling one service to our clients. As a result of this ‘one-and-done’ approach, clients sometimes classify us as ‘project’ people, not ‘strategy’ people. This classification removes us from larger, more profitable discussions with executives.
Taxations Without Representation
FILS practitioners expend countless time and energy, adhering to administrative burdens. Of the leaders interviewed, 54 percent identified excessive administrative burden as a key issue holding FILS back. The overly taxing administrative tasks distract practitioners and create frustration.
Our practice launches a new identity and practice name, Forensics. The new identity comprises five building blocks: purpose, promise, value proposition, personality, and story.
4. Identity
Purpose & Promise
Value Proposition
Personality
Story
Purpose:
We help you avoid trouble and provide critical expertise and guidance if trouble turns to catastrophe.
Promise:
We’re all in!
Build the confidence to manage risk, meet shifting regulations, and thrive in the face of legal action
Help clients govern and understand their data through compliance, regulatory, and discovery services
Commit to tell the hard truths
Forge lasting client relationships by combining surgical insights and compassion
Assure that you are not alone, standing shoulder-to-shoulder during trying times
Deliver the scale of a global firm with the high-touch approach of a boutique
Trailblazing
Collaborative
Compassionate
Composed
Tenacious
Ethical
Confident
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Past success is no longer a predictor of a company’s ability to survive. Trouble happens, and can manifest itself in emerging risks, unexpected crises, breached regulations, and existential litigation. BDO is focused on keeping you out of trouble and stands shoulder-to-shoulder with you if trouble turns to catastrophe. We’re all in! Through our exceptional talent and platform of services, you’ll have the best minds and technologies at your disposal and know that you are not in the fight alone.
Through the design process, we identified ten principles that define the qualities we look for in our team members and the behaviors we will celebrate.
5. Principles
Accountable
Ambitious
Communicative
Ethical
Accountable
We own "it" and don't wait for others to solve our problems.
Ambitious
We value
self-starters who
think big.
Communicative
We value consistent and transparent communication to avoid surprises.
Ethical
We trust you to do what is right, not what is easy.
Strategic
Strategic
We see the bigger picture and have a plan to get there.
Profit-focused
Profit-focused
We are driven to grow revenue and gross contribution.
Fun
Fun
We find joy in everything we do and build camaraderie with clients through fun.
Mentoring
Mentoring
We believe the knowlege is meant to be passed on.
Trailblazing
Trailblazing
We never rest on the status quo.
Team-based
When we win, you win.
Team-based
We established a new practice structure with two segments: Risk Forensics and Legal Forensics and three shared services: Operations, Innovation, and Growth. This new structure breaks down silos, reduces redundancies, focuses our efforts, and better supports our leaders.
6. Structure
Partnerships
Account Centricity
Solution Selling
Profit from the Core
Profit from the Core is a back-to-basics strategy which posits that a strong, defined set of services is the foundation of sustainable, profitable growth. Any new growth should leverage and strengthen the core.
The business plans comprise four strategies: Profit from the Core, Solution Selling, Account Centricity, and Partnerships.
7. Business Plan
Does BDO have market permission for these services?
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Do our services have natural extensions? (e.g., Velcro)
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Are we leveraging the opportunity that exists in our client base?
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Do our services share a common buyer?
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Are we being seduced by new-shiny-objects that will distract us?
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Solution selling takes the perspective of the buyer in their ecosystem. It comes in many flavors but generally describes the migration from focusing on transactional sales of individual products (usually based on price or volume) to broad-based consultative sales of “bundles” of products
and services.
Account centricity follows BDO’s Relationship & Account Management (RAM) account process. Principally, account centricity coordinates client management across all BDO services, so that clients have a tailored experience that deepens their relationship with BDO and elevates BDO as the partner of choice for any business need that emerges.
Partnerships are key to our go-to-market strategy. These are technologies, associations, and committees that materially contribute to our financial growth. We are looking to work with our partners even more closely to accelerate that growth.
Identity Crisis
Taxations Without Representaion
Federated
Structure
Talent Gap
Transactional
Sales
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Taxations Without Representaion
Transactional
Sales
Talent Gap
Federated
Structure
Identity Crisis
