I am an experienced Client Services Leader and Sales, Marketing, and Business Development Director with over 20 years of hands-on, client relationship, and commercial expertise across the full sales cycle. I specialise in sales transformation, including strategic key account management and Pursuit programme optimisation and growth strategies within Professional Services. I have successfully led multi-tiered, high-performing teams of up to 80 members, leveraging strong leadership and people management skills to build diverse, talented teams. In various Board roles, I’ve developed strong relationships with C-Suite executives and consistently guided programme and project management teams to exceed growth targets.I am a resilient and adaptable leader, known for embedding lasting change and driving commercial success. My strengths lie in strategic thinking, cultivating deep client relationships, and delivering on commercial goals. I bring visibility to Sales, Marketing, and Business Development teams, optimising their value and impact, and as function leader, I lead programmes that foster innovation and inspire change. My work is consistently underpinned by a growth mindset and meticulous attention to detail.A passionate advocate for inclusivity, diversity, and mental health, I have spoken on numerous panels promoting workplace well-being and proudly serve as a campaigner for Mind charity.Key Accomplishments: - Built a new Consulting and Tax Pursuit Bid Hub, optimising methodologies, processes, and training, resulting in an increased win rate and deeper client insights. - Led the transformation of a global key account programme, delivering 23% year-on-year growth through enhanced client engagement and innovative commercial strategies. - Directed the global strategy for a £100M FTSE client account, doubling the expected revenue forecast while overseeing senior client relationships and leading a global partner team to deliver exceptional results. - Spearheaded tech-enabled transformation projects, including the firm-wide adoption of Salesforce for priority accounts, leveraging cutting-edge tools and data insights to drive client success and operational efficiency. - Championed inclusivity, diversity, and mental health initiatives, co-chairing well-being communities and leading cultural change across large organisations.
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Global Client DirectorLinkedinLondon, England, Gb
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Director Of Client Development - EmeaNorton Rose Fulbright Jun 2022 - May 2024London / Clients / HomeEnhanced Strategic Client Support: Led the firm’s Client Development strategy, achieving significant EMEA revenue growth for the Top 20 Global client programme. Revitalised client listening initiatives, advanced knowledge sharing, and drove firm-wide change with the Global Chief Client Officer, Managing Partner, and global teams.Client Development Strategy (Global and EMEA): Overhauled the Global Client Programme and launched a new tiered EMEA Client Programme. Led the Client Development Board of 15 partners, activating a refreshed strategy and fostering a proactive, supportive ethos.Leadership: Managed Strategic Account Managers and Business Development specialists, overseeing moderation, headcount, and succession planning. Created the "Client Relationships 101" training academy, established the firm’s first Client Relationship Partner (CRP) community, and led client-focused training. As a Secondee Steering Committee member, developed a Secondee Community and defined the secondee strategy.Regularly engaged up to 5,000 global colleagues at town hall updates.Commercial Management: Achieved a 23% increase in Global EMEA client programme revenue by resetting the three-year growth target and implementing a new financial reporting structure. Enhanced revenue strategies, managed the client budget, and improved Return on Investment (RoI) protocols.Client Engagement: Relaunched the Global Client Listening Programme, organised a panel with 12 General Counsels at the Barcelona Partner Conference, and led various client workshops and events.Key Achievements:Established a key account programme, driving significant year-on-year growth.Formed the firm’s first CRP community, receiving outstanding feedback.Partnered with the Director of Innovation to shape the client engagement plan for the Innovation Lab and oversaw inaugural event.Transformed NRF’s Client Development approach, strengthening the firm's market position and earning executive recognition. -
Global Strategic Accounts And Clients LeaderPwc Uk Feb 2020 - Jun 2022Everywhere!Successfully led one of PwC’s Top 10 global accounts, driving revenue growth and enhancing client relationships. Directed a global partner relationship team and played a key role in the Sales and Marketing team, focusing on strategic account management (SAM), pipeline development, and client engagement.Managed the GlaxoSmithKline (GSK) account, concentrating on client relationships, opportunity management, risk controls, and revenue growth.Built a global team of Lead Relationship Partners (LRPs). Doubled the expected revenue forecast by developing and negotiating a complex £20M de-merger deal, leading a strong pipeline of opportunities, and improving the win rate from 40% to 80% through strategic negotiation. Created a “Client First” strategy, including value-add workshops, a proactive client listening programme, and a steering committee with GSK’s transformation executive team.Developed and delivered a global commercial academy series for 800+ client-facing colleagues, focusing on successful strategies with GSK, innovative pricing models, and effective KPI management.Guided team succession planning, annual performance, and moderation for the SAM function of 80 FTEs, and oversaw the development of the Pursuit 2.0 sales training programme. -
Global Strategic Accounts - Board Technology ClientsPwc Uk Jan 2019 - Jan 2020Everywhere!PwCJan 2019 – Jan 2020Responsible for leading the team and creating strategy for a portfolio of Technology Alliance accounts in the Board Client Programme. This was a client facing Global Account Management role involving strategic and operational industry budget planning, team management, account planning, owning, developing and maintaining senior client relationships, identifying and developing opportunities, ensuring best practice across all major pursuits band leading client pricing and negotiating discussions. Led a number of strategic client workshops including a Future of Work and Virtual Reality Leadership Change programme and Sales Enablement Upskill workshops. Alongside this role, acted as a Sales coach and mentor for the Innovators in Tech Scale Up programme and supported the firm’s Future of Work and Emerging Technology offering.
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Salesforce Accounts Implementation Leader And Strategic Accounts - PwcPwc Uk Feb 2018 - Jan 2019London, United KingdomSenior Strategic Account Manager for one of our busiest Board Accounts. Working alongside our most Senior Board member, Tara took on an additional role to lead and run the Salesforce Accounts Implementation workstream, a Board led change programme. Acted as direct advisor to PwC Board, pitching the Salesforce vision and strategy to our Industry Leaders, overseeing a technical team to produce data analytics dashboard to create firm-wide Salesforce GRP / LRP Change and adoption strategy for Priority Board and Executive Clients.
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Senior Sales Projects LeaderPwc Uk Feb 2018 - Jul 2018London, United KingdomDigital Transformation workstream leader for Sales. Developing future vision of Intelligent Digital for Sales UK, creating a 3-5 year roadmap. Specifically looking at buyer prediction and intervention through the use of AI and other emerging technologies. And undertaking a Phase 1 Digital Channels go-to-market strategy review for PwC's UK Priority Client Programme (Executive and Board accounts). I am also part of a small group of passionate parents and carers who are setting up a new SMT SPACE network - "Supporting Parents and Carers and Everyone" - promoting diversity, inclusion and supportive conversations for all. Coached a group of Start Up C Suite executives and ran Sales Workshops as part of the Social Entrepreneur initiatives.
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Head Of Pursuits, Consulting, Tax And LegalPwc Uk Mar 2014 - Feb 2018Led Partner Coach community, optimising coaching and intervention processes to improve firm-wide win rate for strategic and high value bids, from 55% to 75%• Directed new projects, including creating PwC's Big Bids process (£10m+), highly regarded and stillused at PwC to date, and the firm’s first digital proposal, bringing together creative agencies,marketing, BD and pricing teams• Nominated by leadership as interim UK Client Insights Leader, conducting 200+ client interviews andcoaching actionable in-sights• Managed multiple teams of up to 25, recruiting and developing top talent• Optimised the CRM reporting mechanisms for Board insights• Facilitated numerous introductions and client meetings with key targets
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DirectorLittle Tree House Arts Limited May 2011 - Dec 2015BathTara took time off when she had children and founded a creative organisation. Helping to tackle community issues such as post natal depression, her company awards include “Best Early Years Music Programme” and a personal recognition award for “Outstanding Contribution to Children’s Arts” awarded by Action for Children’s Arts. Tara continues to be a keen supporter of the Arts and is involved in various youth music and creative projects.
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Deputy Head Of BidsVega Group Plc Aug 2008 - May 2011Filton, BristolManagement of a team of 12, delivering high profile bids for IT services including Secure Systems, Information Architecture and mission critical consultancy for Public, Defence and Aerospace Sectors. Coaching and project managing bids over £50 m (up to 2 billion euros) for clients such as GCHQ, NASA and MOD and customer liaison for MOD procurement.
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Leader Of Regional Marketing And Business DevelopmentKpmg Uk Mar 2006 - Mar 2008BristolWith regular travel between Cardiff, Reading, Bristol and London, this role involved managing a Business Development and Marketing strategy for KPMG’s Mid Market Restructuring and Business Recovery Practice.
Tara Hartley Education Details
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Pass With Merit -
Music
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Tara Hartley's current role is Global Client Director.
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Tara Hartley attended Chartered Institute Of Marketing, University Of Bristol.
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Tara Hartley's colleagues are Jeffrey James Smith West Lennon Jones Bob, Learning Learning, Johndgnlm Doe, Johnozqsx Doe, Tebogo Michael, Onboarding Tester2, Sami Shah.
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