http://fs.mckinsey.com/Expertise.aspx?expertise=Marketing
Kurt
Kurt is a Director at McKinsey in the New York office and Co-Leader of the Financial Services Marketing & Distribution Practice in North America.
Case Study: Reorganizing Sales and Marketing Functions in Institutional Asset Management
Background
A large institutional asset manager was performing poorly on client service for its mostly managed accounts, compared to competitors.
It asked McKinsey to help address a number of issues, including inconsistent client segmentation, a lack of institutionalized client knowledge, the need for a global approach, and a misalignment of goals. Service was not team-based, there were no systematic client-feedback processes, and there was no reliable and replicable service model. Roles were unclear with no internal coordination around client acquisition, cross selling and retention.
Analysis and Teamwork
Instead of multiple CST combinations and interactions, McKinsey developed multi-functional and client-focused regional teams, which reduced the number of client interactions dramatically.
The McKinsey team set appropriate incentives and metrics, aligning goals by tying them to compensation on the basis of 60% individual targets and 40% team performance. It improved customer segmentation by allocating teams by regions instead of by client types, with at least one top performer for each.
Sharing best practices was institutionalized with templates profiling competitor and client information to stimulate cross selling. McKinsey differentiated the service model for high potential and multi-product clients.
Results
McKinsey put in clear performance measures to reduce asset attrition from 20% to the 10% industry standard, to increase client satisfaction measured by surveys, to increase cross-sale rates, and to lift the acquisition rate of total assets from new clients. While there was an immediate morale boost, the financial impact was set to begin within six-to-nine months on the yearlong implementation program.
http://fs.mckinsey.com/Display.aspx?id=cf79a120-57d5-412a-80a6-ed963cb5e3df
Showing posts with label Consultants. Show all posts
Showing posts with label Consultants. Show all posts
Wednesday, March 5, 2008
Financial Advisor Marketing - Javelin Marketing
http://www.javelinmarketing.com/
Javelin Marketing, Inc.
1647 Willow Pass Road, #164
Concord, CA 94520
Phone:866-4-Javelin
Fax: 925-226-4649
Our sytems have been developed and thoroughly tested in real practices of top producing advisors, rather than dreamed up by an isolated marketing executive in New York. These systems have field-tested proven results.
These programs are not released for sale until they provide the user a 10 to 1 return on dollars invested.
Most of the systems have a 90-day guarantee—plenty of time for the producer to prove they work.
The systems are focused on the affluent 60+ market (they hold 77% of the nation's wealth)—the fastest growing and most profitable demographic segment to prospect.
They save producers time. Most marketing systems generate a ton of leads, but only a few good prospects. Our systems generate a high percentage of appointments. Seminar system users get appointments with 65% of attendees, and annuity system users get appointments with 20% of the respondents.
Our weekly support and coaching calls provide a continuous support system to insure success.
Javelin Marketing, Inc.
1647 Willow Pass Road, #164
Concord, CA 94520
Phone:866-4-Javelin
Fax: 925-226-4649
Our sytems have been developed and thoroughly tested in real practices of top producing advisors, rather than dreamed up by an isolated marketing executive in New York. These systems have field-tested proven results.
These programs are not released for sale until they provide the user a 10 to 1 return on dollars invested.
Most of the systems have a 90-day guarantee—plenty of time for the producer to prove they work.
The systems are focused on the affluent 60+ market (they hold 77% of the nation's wealth)—the fastest growing and most profitable demographic segment to prospect.
They save producers time. Most marketing systems generate a ton of leads, but only a few good prospects. Our systems generate a high percentage of appointments. Seminar system users get appointments with 65% of attendees, and annuity system users get appointments with 20% of the respondents.
Our weekly support and coaching calls provide a continuous support system to insure success.
The Financial Services Marketing Group
2620 N. Walnut St, Bloomington, IN 47404
http://www.financialindustrymarketing.com/
The Financial Services Marketing Group provides affordable regional marketing, graphic design, advertising, direct mail, PR and web development for a wide range of financial industry sectors, including; banks, institutional and private investment firms, insurance agencies and financial planners.
We deliver one-to-one, and highly targeted communications tactics through all channels across the Midwest, including Indiana, Ohio, Illinois, Kentucky.
Our regional approach supports businesses of every size, from individual consultants, small firms and regional banks, to large national corporations. We will conduct internal and external assessments, develop and implement marketing plans, create and execute promotional programs, support your internal communications, and evaluate your results. We will also help you create your own wide range of low-cost, in-house marketing and communications tools and processes to fit any budget.
A Specialty Division of Hume & Communications
This newly formed agency is a division of Hume & Communications, and founded by Tom Hume, a financial marketing expert with over 20 years experience. To learn more about our services or to view our online portfolio, visit our online portfolio at Hume & Communications. More »
For more information, call: 317-522-5367 in Indianapolis, Indiana
To reach us directly at our parent company Hume & Services call:
877-866-HUME - Toll Free
317-522-5367 - 2620 N. Walnut St, Bloomington, IN 47404
http://www.financialindustrymarketing.com/
The Financial Services Marketing Group provides affordable regional marketing, graphic design, advertising, direct mail, PR and web development for a wide range of financial industry sectors, including; banks, institutional and private investment firms, insurance agencies and financial planners.
We deliver one-to-one, and highly targeted communications tactics through all channels across the Midwest, including Indiana, Ohio, Illinois, Kentucky.
Our regional approach supports businesses of every size, from individual consultants, small firms and regional banks, to large national corporations. We will conduct internal and external assessments, develop and implement marketing plans, create and execute promotional programs, support your internal communications, and evaluate your results. We will also help you create your own wide range of low-cost, in-house marketing and communications tools and processes to fit any budget.
A Specialty Division of Hume & Communications
This newly formed agency is a division of Hume & Communications, and founded by Tom Hume, a financial marketing expert with over 20 years experience. To learn more about our services or to view our online portfolio, visit our online portfolio at Hume & Communications. More »
For more information, call: 317-522-5367 in Indianapolis, Indiana
To reach us directly at our parent company Hume & Services call:
877-866-HUME - Toll Free
317-522-5367 - 2620 N. Walnut St, Bloomington, IN 47404
Marketing for Financial Advisors
Marketing for Financial Advisors
Hanson Marketing Group
8011 Navajo Street, Philadelphia, PA 19118
Phone: 215-753-2620 | Fax: 215-753-9223
shirley@MarketingPlanFinancialAdvisor.com
www.MarketingPlanFinancialAdvisor.com
http://www.marketingplanfinancialadvisor.com/
Hanson Marketing Group
8011 Navajo Street, Philadelphia, PA 19118
Phone: 215-753-2620 | Fax: 215-753-9223
shirley@MarketingPlanFinancialAdvisor.com
www.MarketingPlanFinancialAdvisor.com
http://www.marketingplanfinancialadvisor.com/
Suasion Resources
Suasion Resources is a specialized firm that has provided financial services marketing consulting to the industry for the last two decades. Applying our unique approach to the art of persuasion, we have helped develop fresh innovative marketing approaches for many of the country's leading financial services firms. In the process, we have created some of the industry's best marketing practices. Our approach places at our clients disposal an uncommon level of both talent and technique in the areas of strategy formulation, creative development and implementation offered on a totally integrated basis from a single source.
http://www.suasionnewsletter.com/
http://www.suasionnewsletter.com/
M Consulting UK
Welcome to M Consulting - the marketing communications agency that has over 200 combined years of marketing experience in the insurance, professional and financial services industry.
Our marketing agency provides specialist communication services throughout the UK from our offices in London and Birmingham for insurance, professional and financial services.
Our agency works with clients to provide strategic, tactical and creative solutions to increasingly complex business issues, drawing on and integrating expertise across a range of disciplines – business strategy, marketing, PR, communications, creative design and digital media.
http://www.mconsulting.co.uk/
Our marketing agency provides specialist communication services throughout the UK from our offices in London and Birmingham for insurance, professional and financial services.
Our agency works with clients to provide strategic, tactical and creative solutions to increasingly complex business issues, drawing on and integrating expertise across a range of disciplines – business strategy, marketing, PR, communications, creative design and digital media.
http://www.mconsulting.co.uk/
Accenture Marketing Sciences
http://www.accenture.com/Global/Consulting/Marketing_and_Sales_Effectiveness/default.htm
Accenture Marketing Sciences helps chief marketing officers and their teams to create and deliver sustained high performance by measuring and optimizing investments in marketing, media, retail and digital.
Accenture Marketing Sciences helps chief marketing officers and their teams to create and deliver sustained high performance by measuring and optimizing investments in marketing, media, retail and digital.
Financial Marketing Services
http://www.financialmarketingservices.com/
Financial Marketing Services offers our client banks innovative, customized and proven marketing concepts designed to insure the smooth and successful outcome of the capital acquisition process.
Once the independent bank is fully capitalized and open for business, FMS then provides precision marketing tools created specifically to establish recognition and brand equity within the community.
Financial Marketing Services offers our client banks innovative, customized and proven marketing concepts designed to insure the smooth and successful outcome of the capital acquisition process.
Once the independent bank is fully capitalized and open for business, FMS then provides precision marketing tools created specifically to establish recognition and brand equity within the community.
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