Client Objectives
To standardize their approach to Client Relationship Management across all non-US regions. In challenging markets, and with a historical culture of prioritizing ‘relationship’ over ‘sales’, the firm wished to increase commercial results with more focused client engagement skills.
Important challenge: to reflect buying behaviour and distribution channels relevant to each local market.
Our Solution
Immersive Client Engagement program, highly bespoke to this firm and their local markets, created in consultation with country heads and global sales management.
Addressing communication, deep relationships, psychology of sales, pipeline acceleration and creating value from challenging conversations, across institutional and intermediary channels, in a combination of workshop and sales coaching events.
Success for our Client
– 100+ client facing staff and management standardized a common approach to client engagement
– More consistent process across teams, from better use of internal experts, to more focused pipeline management
– Significant commercial results following sales coaching, including new wins and successful defense of a large at-risk mandate
Why Alpha?
Our client invested heavily in a project to standardize methodologies, engaging a leading cross-sector consultancy firm. When it came to rolling out practical Asset Management sales training, and gaining credibility with Senior RMs, they turned to Alpha for our faculty’s experience in sector.
