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SignatureFD

Standing Out in a Sea of Sameness Challenges As a midsized financial planning organization, SignatureFD works with high net worth individuals building asset management strategies to help meet their evolving needs. SignatureFD lacks a clear differentiating brand position in a highly competitive industry where multi-billion dollar competitors are constantly looking to take business. The desire…

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Angel Oak

Creating Leadership in a Redefined Market Challenges Create a new definition for the “non-conforming” residential mortgage opportunity against the backdrop of more stringent lending guidelines within a market still in transition and recovery from the financial recession Establish Angel Oak as the leader for the redefined market, based on skill, experience, trustworthiness and vested interest…

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ING North America

Bringing New Life to Consumer Relationships Challenges ING North America had acquired books of business from several national and regional carriers over time Portfolio included many different branded life products and disparate distribution channels and go-to-market strategies ING brand itself had limited equity with consumers in the life insurance category Leadership team was seeking a…

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CUNA Mutual

Vitalizing Credit Union Member Relationships Challenges Channel shrinking in US market for products as the number of credit unions are decreasing dramatically – while overall number of credit union members actually increasing Life products typically co-branded with the credit union, so members are unaware product is from CUNA Mutual. Furthermore, CUs don’t always have capability to sell…

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Blackstone

Creating Brand Identity and Awareness Challenges Create branding and awareness to customers both nationally and in key markets throughout the US, as well as a strong presence within the mortgage and finance industry Convey investment opportunities and positive lending alternatives arising from the current mortgage challenges in key markets Drive qualified leads to B2R Finance…

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EquiFirst

Creating A Premium Value Positioning Challenges Sub-prime lending viewed as very unattractive to retail banks because of litigious environment and predatory lending accusations Highly profitable business in 2006 – but lacked clear marketing plan and sales strategy for growing their book of business Precedes credit fallout that would occur in mid-2007 – management team seeking…

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FleetCor

Achieving Sales Force Effectiveness Challenges Sales results were inconsistent and sales management needed help diagnosing and quickly addressing the issues Experiencing declining sales volume and double digit customer churn Experiencing very high sales force employee turnover Ancillary revenue sources had been helping support topline growth Approach Formulated and refined sales strategy to drive increased sales…

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Harland Clarke

Creating A Mature Market Growth Strategy Challenges John Harland, a US printed product (checks and forms) & financial software company, was struggling to grow in a mature market with shrinking demand for checks Approach Conducted customer research with banks and credit unions to segment financial institutions, identify key purchase attributes and develop segment-specific value propositions…

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Harris Bank

Improving The Customer Experience Challenges Intense competition in the Chicago retail market resulting in challenges in acquiring and expanding customer relationships Higher cost deliver model made it difficult to compete to price Lack of insight into customer needs and preferences – generally treated all customers as single homogenous group Goal of differentiating retail bank and…

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H & R Block

Segmenting Customers to Deepen Relationships Challenges Lack of insight into customer needs, channel preferences, interest in additional products Inability to effectively penetrate customer base with ancillary product offerings Desire to improve customer satisfaction and retention, service customers more effectively and efficiently Approach Conducted primary customer research including quantitative surveys of over 500 customers Used data…

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Elavon

Creating A Sales Center Of Excellence Challenges Needed to create a “Center of Excellence” around relationship management and tele-sales that captures and quickly shares best practices, and delivers more scale and efficiency Structure compensation and incentives to reinforce successful behaviors and organizational focus Approach Refined the organizational structure to facilitate collaboration and most effective solution…

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Argent Mortgage

Migrating Customers To Higher Value Segments Challenges The company was not allocating the right resource mix to its most productive brokers 11% of brokers responsible for almost 80% of funded volume 47% of brokers account for 7% of submissions and only 1% of funded loans High value brokers frustrated with low-value clients monopolizing the time…

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