The Jones Lang LaSalle story is one of eleven case studies on Process, Skills or Support Imperatives from Suzanne Lowe's book, "The Integration Imperative." This case study is about the Skills Imperative. Jones Lang LaSalle is a financial and professional service firm specializing in real estate services and investment management. Through a new internally developed program called START, it built new marketing and business development connections that improved optimal value delivery for clients. Now globally implemented, START also has served as the springboard for other programs designed to increase the company’s value to clients, expand its book of business with them, and simultaneously grow individuals’ professional competencies.