Twenty-five (25) PwC Philippines partners and directors gathered for the first Pursuit Mixer on 27 May 2024 at The Stratosphere, Valero Street, Makati City. The event was designed to be a platform to facilitate the exchange of ideas, strategies and best practices pertaining to Pursuit 2.0, which is PwC’s global business development (BD) framework for winning work across service lines.
Deals and Corporate Finance Managing Partner and Markets Leader Mary Jade Roxas-Divinagracia opened the event with a message that encouraged the participants to be bold, take a leap of faith and be relentless in their BD pursuits until they get a yes. Next, Business Development Director and Pursuit Lead Gabby de Vera gave a refresher on the Pursuit framework and process, the outcomes expected from post-training reentry action plans, as well as the tools of the trade provided by Pursuit.
Chairman and Senior Partner Roderick Danao then shared his wisdom on how to win clients by connecting with them on a personal level—knowing their pain points, putting ourselves in their shoes and serving them with purpose. He emphasized authenticity and sincerity in creating bespoke proposals that can give clients deeper insights on how we can help solve their problems. Finally, Deals and Corporate Finance Partner Darwin Saribay recounted his team’s recent success in applying the principles of Pursuit to their work.
Three cross-territory resource speakers joined the event from remote locations. In their presentations, they touched on the BD techniques used by their respective teams and how they specifically harnessed the Pursuit approach to sharpen interactions, improve client focus and build trust for future business. First was David Tay, Business Development, Marketing and Communications - Markets Director from PwC Vietnam, who discussed how they turned opportunities into actual wins in a practical and sustainable manner through a live-coaching program called Pursuit Go-Live. Next was Takenori Shigetomi, a Client Relationship Executive from PwC Japan, who tackled how they grow globally featured accounts, nurture client relationships and adapt Pursuit tools in one of their global accounts. For her part, Yvonne Yang, Associate Director at PwC China/Hong Kong and member of the Global Pursuit Steering Committee, presented an overview of their firm’s opportunity lifecycle, giving better insight into the time they invested in each stage of the Pursuit framework.
Later, the attendees participated in a group activity that allowed them to reflect on their current practices and how they have been applying the Pursuit key concepts so far to position PwC for more work. In general, the attendees displayed a high level of adoption of the practices articulated in the Pursuit framework as well as the collaboration, persistence and consistency required to effectively enact the five stages of Pursuit.
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