Excellence in Retail
Laura Gurski
Global Leader & Americas Leader for the Consumer Industries & Retail Practice
A.T. Kearney
Laura Gurski may lead A.T. Kearney's global consumer industries and retail practice, but she's most revered for her ability to develop long-term accounts.
"I have client relationships that go back to when I was an intern," she says. "Our once-mid-level client contacts are now CEOs. These are deep and sustaining relationships. When you have a relationship like that, you are a trusted advisor. And that means you're given the opportunity to take a look across a client's business and provide perspective and even challenge their assumptions."
The skill sets necessary to build client relationships are held in high regard at the firm. "The most esteemed partners are celebrated based on their account relationships," she says. "We have our own internal awards and the most prestigious is one for long-standing client relationships."
Long-term relationships are crucial to build the trust necessary to help retail clients deal with the massive challenges they're facing, namely a drop-off in client demand and a steep rise in the costs of raw materials. The typical response is to seek help finding ways to cut costs. "But we generally don't think companies can cut their way to growth. Instead, we show them how to reinvest in their company," she says. "That increasingly means international expansion, taking a look at the prospects of growing their business out of their home market."
That approach is resulting in remarkable success. Globally, the practice grew by double-digits throughout the recession and Gurski says she expects similar growth for at least the next five years.
A.T. Kearney's strong culture emboldens her confidence in the firm's future success. "Coming out of business school 15 years ago I chose Kearney because it employed people I could talk to and relate to. The firm does not have an arrogant culture. It's comprised of smart people with excellent relationship skills and a good sense of humor," she says. "All of us on an engagement team are friends with each other. And it's only natural that we become friends—in a professional way—with the client."
—J.S.
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