Avuka and Unlimited People Consulting launch first Professional Services Edition of Gazing’s global Strategic Relationship Management Methodology

Johannesburg, 4 April 2017 - Unlimited People Consulting (UPC), a licensed provider for Gazing Performance Systems, and Avuka Training and Coaching (Avuka) have jointly developed a practical, yet highly effective training solution for Professional Services Firms based on Gazing’s proven, global key account methodology. The initial launch will take place in South Africa with a later roll-out into other markets.

Many Professional Services Firms, i.e. accountants, lawyers, auditors, management consultants and others, are realising that they should invest more effort into building relationships with their important and profitable clients. Most firms will have a high proportion of business with a small number of clients. Ignaz Fuesgen, Director Avuka, comments: “In highly competitive markets, and with new, emerging service provider models, it becomes a business-critical challenge to retain existing major clients and win work from others.”

When partner teams are under pressure to deliver immediate results, it's very hard to focus on building those critical, high quality, long-term relationships. Conventional approaches to strategic relationship management rarely help, because they are nearly always too complex and time-consuming to be implemented effectively.

The joint Avuka - UPC approach gives participants from Professional Services Firms a practical perspective on building and managing relationships in large/complex clients to retain and generate additional advisory work. Suzette Serfontein, Director UPC, confirms that “immediate benefits are gained from a training that is focused on the client’s mindset, a strong emphasis on measurement and Return on Investment and, finally, a comprehensive methodology and framework.”

Suzette Serfontein, Director UPC, highlights the uniqueness of Gazing’s methodology, which is based on:

  • Cognitive behavioural principles underpinned by strong theoretical research;  
  • System design – 1-page maps and tools;
  • Maps – both big picture and details; assists with control of attention; and
  • Tools – ‘How to’, practical, related to business situations.

Jeetesh Kathawaroo, Director Avuka, describes the gains from working with Gazing’s Relationship Management’s Professional Services Edition in the context of the professional services Firms’ wider objectives: “The new joint solution makes a difference from day one, balancing the burden of introducing a new system with quick wins. As importantly, it helps maintaining the intensity of the account management teams - motivating them to look beyond short term targets. And last but least, individual partners will be enabled to understand and respond proactively to their client's longer term objectives and priorities – a true competitive advantage!”

Note to Editors

Avuka Training and Coaching
Avuka Training and Coaching is a Johannesburg-based provider of comprehensive and quality talent development solutions just focused on the needs of the Professional Services industry. The deep understanding of what professionals in legal, tax, audit, management consulting and other Professional Services require constitutes the foundation of Avuka’s offering. Serving clients in South Africa, Africa and Europe, Avuka is committed to advancing talent development in the Professional Services industry.

Unlimited People Consulting

Unlimited People Consulting (Pty) Ltd has been in the business of training and consulting for 17 years (previously UPC). The primary focus has always been on improving individual, team and ultimately organisational performance through behaviour change, specifically in the sales, service and leadership environment. Both directors have many years of experience in various industries and at all organisational levels in South Africa, throughout Africa as well as internationally.

Unlimited People Consulting is an accredited provider for Huthwaite International and licensed partner for Gazing Performance Systems International (Africa). We work in association with other providers to meet the needs of our clients in areas which is not specifically our area of expertise e.g. Trade Finance, Project Management etc.

Unlimited People Consulting (Pty) Ltd is also accredited as a service provider by the Services SETA.

Gazing Performance Systems

Formed in 1998, Gazing Performance Systems is a UK based company that equips organisations of all sizes and individuals alike to perform effectively under pressure. Its four co-founders, from the fields of forensic psychiatry, international sport and business, have spent over ten years pioneering a new system to optimise the way people perform when the pressure is on, using a unique approach in developing the right skill set, mindset and structures backed up by the use of memorable one-page maps. Gazing has worked with high performing elite sports people such as The New Zealand All Blacks, The Rugby Football Union (RFU) and London Irish, as well as leading global businesses such as Xerox Corporation, Legal & General and Ambius. Gazing is based in London and operates in over 60 countries through a network of accredited local partners.

For enquiries and further information, please contact:

Jeetesh Kathawaroo, Director Avuka
C: +27 (0)83 4402702

Ignaz Fuesgen, Director Avuka
C: +27 (0)60 500 1095

Suzette Serfontein, Director Unlimited People Consulting
C: +27 (0)82 566 5807