Financial Services and Investment Resource Provider
Management of a world leader in asset management, investment services and benefits administration believed a new retirement benefit plan offering could be successful. The company asked us to objectively evaluate the attractiveness of the market for this product, examine competitor offerings and develop recommendations for a go-to-market strategy. We performed extensive external interviews with investment professionals and counselors, competitors and potential plan participants. We analyzed competitor programs and identified gaps in those offerings and go-to-market strategies that could be leveraged to develop and roll-out a best in class product.
As the financial markets and regulatory systems work through these issues, high-performing companies will recognize that customer buying behaviors have changed, including higher thresholds for deciding to change providers, a greater focus on cost issues, reduced willingness to undertake upfront costs/risks and greater emphasis on tangible ROI in their business cases.
By listening to the market, we help leaders in financial services companies understand customer behaviors and the implications on prospect targeting, techniques for creating demand, cross-selling strategies, pricing, and sales skills and techniques. With our focus, experienced teams, tools and methodologies we can quickly help drive new and increased profitable revenues for our clients.
Our particular expertise in the Financial Services industry is in business-to-business selling situations. We have worked with investment advisory services, credit card services, technology products, payment services, outsourced processors and other companies in this industry.
We have worked on a global basis, including financial services companies headquartered in Europe and the US. We routinely work with our clients’ personnel in country units as well as interviewing their customers and competitors around the globe in many different languages.