Project Description

The Challenge

A 30 person Wealth Management company was challenged with attracting new clients.  Their approach was to have the  professionals doing the work, bring in new clients by getting on the phone, meeting up with prospects, and gathering leads through centers of influence.  The prospective client would then go through a consultative sales process that lasted anywhere from 30 days to 2 years.  Despite their best efforts, building sales skills and conducting weekly check-ins was not improving new client acquisition results.

The Solution

Above The Line was engaged by the client to analyze the business and articulate why they were not achieving their revenue targets. Our analysis led to the development an easily navigable End-to-End Revenue Generation process complete with prospect qualifier and daily management tools.

Project Details

Skills:

  • Lean Six Sigma  – Definition of Problem/Opportunity, Process Mapping, Data Collection and Analysis, Improvement Options and Selection, 90 Day Control Plan.
  • Client Segmentation, Value Proposition Development & Pricing
  • Sales Training Curriculum Development & Delivery
  • 1-1 and group coaching
  • Alignment of Management Planning & Review

Management Consulting Categories:

  • Business Process
  • Human Resource
  • Revenue Generation
  • Strategic Change

Implementation

Map

Developed a standard way to generate awareness, develop interest, and accelerate conversion of prospects to clients. Output – a mapped and easily navigable End-to-End Revenue Generation process.

Measure

Key process indicators were identified to track progress at critical decision points in the process. Targets were established. A performance management system to support reinforcement of new required behaviours was set up.

Move

 All levels of management and those working in business development were involved in designing the new Revenue Generation Process. Accelerating adoption of the new process, targets, and required skills.

Monitor

The Revenue Generation planning and review process was updated to encourage  faster cycles, with accelerated learning and improvement. Business Development Managers were trained and coached on how to build identified new competencies.

Client Satisfaction

We contracted Lori to facilitate a comprehensive look at our sales process, from opportunity identification to close. This in-depth 5-month project produced some significant results for the business including:
a. Shortened sales cycle by more than 50%,
b. Improved close ratio by 20% and;
c. Increased average first year fees by nearly 100%.
Greg Fletcher, WaterStreet Family Office