KYC is a term in Financial Services and is a requirement within the Wealth Management world around understanding your client and their goals / objectives to make sure their portfolio matches those goals re asset mix versus what makes the broker the most money. I would like to borrow the…
I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact…
I am not asking about your Corporate Vision, but instead I am asking a crucial question for your Sales teams. What is your Vision for your Clients? You may be asking why you care about having a Vision for your client. Let me give you a couple of reasons to…
I am privileged to get to speak and spend time with hundreds of senior executives every year in various forums. There are smart and driven people as a general rule. There are several common themes that I get to see across this group, regardless of the size of company, industry…
Building on previous blogs, change is hard and in complex selling environments, a business case is typically required as part of the buying process. They will vary in formality and content, but in the land of consensus decision making, the business case for change is the one common denominator that…
Further to our latest blog titled “Are Your Customers Your Real Competition?”, the next concept is about how can you work with your customers and prospective customers to enable them to make change. If your team is creating the demand, when you show up the customer is firmly entrenched in…
We have talked previously that the concept of strategy is all about growth. Virtually every executive that we speak with has organic revenue growth as one of his or her top priorities. As corporate balance sheets have continued to improve, the volume of acquisitions has continued to accelerate and multipliers…
This statement sounds obvious. When you think about your respective corporate strategy, the choices you make are about driving sustainable revenue growth. For most corporations [large and small], the concept of strategic planning tends to feel more like the annual budget process. Correspondingly, budgets project revenues, but by their nature…
If you are in a managerial or executive role within your organization, then you wear different hats every day as it pertains to the role within your teams. Let me give you three common roles: Leader, Manager, Coach. This is a balancing act and I would ask you this question.