In this presentation on The Shift from Sales to Marketing, we identify how the 5 Macro Trends impacts Broker-Dealers, Platforms, Managed Account Providers, Custodians and Financial Advisors across channels
Death of a Salesman:The Value of Information in Lieu of Sales - Executive Su...Gretchen Wilson
Financial services is experiencing a shift from sales to marketing. Learn about the 5 macro trends impacting broker dealers, platforms and financial advisors.
Partner in the firm's Corporate & Securities Group, Steven Weiss, presents 'Planning for a Liquidity Event' at AM&AA 2014 Summer Conference with Roger Schoenfeld from Cross Keys Capital.
“Evolve: Capturing Opportunities in Today’s Market” was the theme of Alliance of Merger & Acquisition Advisor’s (AM&AA) 2014 Conference. This presentation discusses preparing for a transaction, understanding the M&A process, choosing advisors, and more.
Thinking about launching a hedge fund or looking to grow your fund's assets faster? Find out why some funds raise capital faster than others.
Note: Content is targeted to hedge funds, but the information is applicable to other types of asset managers.
The document discusses the services provided by Launchpad Investor Relations, a firm that offers senior-level investor and media relations counsel to micro-cap and privately-held companies. Launchpad has a team with decades of Wall Street experience and provides strategic counsel, capital introductions, and secondary market support services. The firm's services include developing strategic positioning and messaging, organizing conferences and presentations, targeting institutional and retail investors, setting up meetings between investors and clients, producing research reports, assisting with reverse merger transactions, and partnering with clients by sharing in their future performance through equity compensation.
This candidate has extensive experience in mergers and acquisitions, financial and accounting due diligence, valuations, transaction structuring, and negotiation support. They have conducted over 200 financial and accounting due diligence reviews and over 100 valuations across multiple industry sectors. Additionally, they have experience evaluating the financial and commercial viability of outsourcing deals, contract negotiations, pricing, budgeting, and risk mitigation for a large outsourcing company. They also supported leadership teams by analyzing strategic opportunities and facilitating decision making.
This document outlines an investment profile focused on providing structured products and equity for higher-risk transactions involving multifamily, retail, office, industrial, land, condominiums, and non-performing loans. It targets sponsors with non-traditional business plans by offering senior debt, preferred equity, mezzanine debt, and joint venture equity, with returns adjusted for risk and leverage over investment horizons of 6-36 months in commitment sizes of $3-25 million.
Charles Stanley implemented BITA risk's "monitor" and "star" modules to help preserve investment manager autonomy while ensuring robust suitability and risk monitoring across its 32 offices and £20 billion in client assets. This gave Charles Stanley improved oversight of portfolios and evidence of risk management, which has attracted new clients and driven growth. While introducing more oversight, the system also aimed to give investment managers "freedom within a framework" by documenting reasons for anomalous portfolios rather than necessarily constraining investment decisions. The implementation was carefully managed to gain staff buy-in, and investment managers see the system as a useful tool for both existing clients and winning new business.
Death of a Salesman:The Value of Information in Lieu of Sales - Executive Su...Gretchen Wilson
Financial services is experiencing a shift from sales to marketing. Learn about the 5 macro trends impacting broker dealers, platforms and financial advisors.
Partner in the firm's Corporate & Securities Group, Steven Weiss, presents 'Planning for a Liquidity Event' at AM&AA 2014 Summer Conference with Roger Schoenfeld from Cross Keys Capital.
“Evolve: Capturing Opportunities in Today’s Market” was the theme of Alliance of Merger & Acquisition Advisor’s (AM&AA) 2014 Conference. This presentation discusses preparing for a transaction, understanding the M&A process, choosing advisors, and more.
Thinking about launching a hedge fund or looking to grow your fund's assets faster? Find out why some funds raise capital faster than others.
Note: Content is targeted to hedge funds, but the information is applicable to other types of asset managers.
The document discusses the services provided by Launchpad Investor Relations, a firm that offers senior-level investor and media relations counsel to micro-cap and privately-held companies. Launchpad has a team with decades of Wall Street experience and provides strategic counsel, capital introductions, and secondary market support services. The firm's services include developing strategic positioning and messaging, organizing conferences and presentations, targeting institutional and retail investors, setting up meetings between investors and clients, producing research reports, assisting with reverse merger transactions, and partnering with clients by sharing in their future performance through equity compensation.
This candidate has extensive experience in mergers and acquisitions, financial and accounting due diligence, valuations, transaction structuring, and negotiation support. They have conducted over 200 financial and accounting due diligence reviews and over 100 valuations across multiple industry sectors. Additionally, they have experience evaluating the financial and commercial viability of outsourcing deals, contract negotiations, pricing, budgeting, and risk mitigation for a large outsourcing company. They also supported leadership teams by analyzing strategic opportunities and facilitating decision making.
This document outlines an investment profile focused on providing structured products and equity for higher-risk transactions involving multifamily, retail, office, industrial, land, condominiums, and non-performing loans. It targets sponsors with non-traditional business plans by offering senior debt, preferred equity, mezzanine debt, and joint venture equity, with returns adjusted for risk and leverage over investment horizons of 6-36 months in commitment sizes of $3-25 million.
Charles Stanley implemented BITA risk's "monitor" and "star" modules to help preserve investment manager autonomy while ensuring robust suitability and risk monitoring across its 32 offices and £20 billion in client assets. This gave Charles Stanley improved oversight of portfolios and evidence of risk management, which has attracted new clients and driven growth. While introducing more oversight, the system also aimed to give investment managers "freedom within a framework" by documenting reasons for anomalous portfolios rather than necessarily constraining investment decisions. The implementation was carefully managed to gain staff buy-in, and investment managers see the system as a useful tool for both existing clients and winning new business.
Capital Markets Survey: Growth Capital EditionKenneth Cowan
The survey summarizes the responses from 27 leading growth capital providers representing over $50B in invested capital. Key insights include an increased supply of deployable capital compared to 2013 and rising deal multiples/leverage due to high demand. Most management teams need improvement in strategic planning, accounting/finance, and sales/marketing. Respondents were neutral on the economy but saw increased regulation as the biggest threat to middle-market businesses. Proper planning and preparation were emphasized as critical for a successful transaction.
Graham Seel of BankTech Consulting connects FinTech companies with real banking business problems and potential solutions. He has over 30 years of banking industry experience implementing technology solutions. BankTech Consulting helps FinTechs shorten their sales cycle with banks by advising them on how banks make purchasing decisions and aligning FinTech strategies to the ways banks prefer to buy technology. BankTech also assists banks in speeding implementation of promising FinTech solutions to improve efficiency and customer experience.
Atlanta Black Chamber Women's Retreat March 26, 2021 Yvonne Gamble CEO SanPet...Yvonne Gamble
As you develop a financing strategy for your company do not get insight on how to stand outside of the box, expand your vision and reach your financial goals.
FinCorp is an investment banking firm established in Egypt in 1998 that provides services including mergers and acquisitions, private placements, IPOs, corporate bonds, loans, business valuation, and portfolio management. It has relationships with similar firms globally. The document provides an overview of FinCorp, its services, experience in sectors like real estate and manufacturing, and profiles of its professionals.
Resultz Media Group Corp. is a global media and marketing firm that provides public relations, management consulting, corporate funding, and investor relations services to help clients achieve long-term success and shareholder value; their team of experts works to build trusted relationships and tailor funding solutions to meet each client's unique needs across various industries; they seek to maintain high professional standards and prioritize client goals in all engagements.
The document discusses Chris Riggio, Chief Revenue Officer at BrightScope, a leading provider of software and data analytics to the financial services industry. As CRO, Riggio oversees BrightScope's client-facing team including sales, project management, marketing, data solutions, and client success. He is tasked with accelerating the company's growth given increasing demand for better financial data and visualization tools. Riggio has over 20 years of experience in financial technology sales and marketing roles.
Thoughts on Digital Transformation: How Venture Capitalists manage their Port...DSP-Partners
A view on Digital Transformation:
- Big Corporations often struggle in their Quest for Innovation and Agility
- Their Journey towards Digital Transformation could benefits from fresh Thinking outside traditional Industries
- DSP-Partners interviewed Venture Capitalists to synthesize Learnings that Incumbents can draw from Venture Capital Players about successfully growing Start-ups
This document discusses how law firms can leverage the large amounts of client and market information they have access to in order to make better marketing and business development decisions. It explores how firms can synthesize data from various sources like competitive intelligence programs, relationship management applications, and other information to enable strategic decision-making. The document then provides examples of how firms can apply this intelligence-driven approach to scenarios involving growth through new markets, clients, mergers, and recruiting lateral hires.
Navigant valuation services commercial situations march 2015Thomas J. McNulty
This document provides an overview of Navigant Consulting's valuation services for commercial situations. Navigant offers commercial valuation work that serves business and transaction objectives rather than theoretical standards of value. Their valuations utilize investment banking techniques and the point of view is from management rather than a detached third party. Their strengths include industry experience, credentials, quantitative capabilities, and providing a collaborative process to clients. Navigant aims to differentiate itself from competitors through its balance sheet, global resources, and ability to handle all aspects of an engagement internally.
Ahead of the marcus evans Elite Summit 2017 and the Private Wealth Management Summit Fall 2017, Peter Craddock discusses what investors need to look for in selecting a venture fund, and the value of an LP co-investment option
What VCs Want, What Companies Want In A VC For UBC AceDavid Shore
Venture capitalists (VCs) look for strong management teams, clear business models with large market opportunities and realistic valuations when investing in startups. They also want to see traction in the target market and appropriate deal size and sector. When presenting to VCs, entrepreneurs should have an executive summary highlighting customers and value, financial projections, and a thorough due diligence binder. Entrepreneurs should look for VCs that can provide more than just money, such as management experience, contacts, and exit strategies. There are subtle differences between VCs so entrepreneurs should research firms and ask references about preferences.
Navigant valuation services commercial situations march 2015Thomas J. McNulty
This document provides an overview of Navigant Consulting's valuation services for commercial situations. It discusses why valuations are needed, common types of commercial valuations including fairness opinions and solvency opinions. It highlights Navigant's expertise in various industries including energy, their leadership team, and capabilities in valuation models and risk analysis. Navigant positions itself as a trusted advisor able to provide objective valuations with experience in both corporate and regulatory settings.
Angel investors, also known as business angels, are high-net-worth individuals who provide capital for startup businesses, filling the funding gap between personal savings and venture capital. They typically invest between $10,000-$500,000 in early-stage companies and tend to invest locally in industries they are familiar with. While angel investing involves high risks of business failure, it can also provide high returns for those companies that succeed. Due diligence is important for angels to properly evaluate investment opportunities and manage risks.
B Catalyst Powerpoint Introduction Templatecrichards12
bCatalyst Advisors is a leading mergers and acquisitions advisory firm. The presentation provides an overview of the company's history and services, including M&A advisory, valuation, financial consulting, and strategic consulting. It also introduces the team of experienced professionals and discusses recent transactions and consulting projects. In addition, it covers the current M&A climate, debt markets, economic indicators, and industry and market outlooks.
Saratoga Investment Corp. is a publicly traded business development company that provides customized financing solutions ranging from $5 million to $15 million to middle market companies in the United States. It has a team of investment professionals with over 80 years of combined experience investing over $4 billion. Saratoga offers flexible financing structures including debt, equity co-investments, and unitranche loans to support leveraged buyouts, growth financing, acquisitions and other transactions. The company partners with business owners and management teams to help create long-term value through patient capital and guidance.
BlackEagle Partners is a $175 million private equity fund that invests in lower middle market distressed and underperforming companies. It takes an operationally intensive approach to improve companies with enterprise values below $100 million and negative to $20 million EBITDA. BlackEagle focuses on investments where it can gain control through debt restructurings or equity investments and works with P-Tech Advisors to originate new deals. The fund's competitive advantage lies in its experience transforming distressed businesses through operational improvements in partnership with management teams and Caledonia Group.
Understanding RIA Channel Dynamics by LINK Portfolio AlternativesDarren Whissen
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SSCG Consulting Practice support clients to navigate the complex issues and challenges impacting their businesses and the rapidly evolving industries and markets they operate in. We bring a sharp perspectives, diverse experience working in different global markets and insights.
Business Growth By Customer Acquisition and Loyalty MarketingAutoSyndicationUSA
The purpose of the Dynamic Growth Concepts is to help business owners and leaders hurdle the many stumbling blocks that impede progress and, all too often, knock
businesses and organizations completely out of the race. The most daunting obstacle blocking the path to success is what I call the cold, hard truth.
Call Mark @ Dynamic Growth Concepts because I want to help you learn the truth,
Capital Markets Survey: Growth Capital EditionKenneth Cowan
The survey summarizes the responses from 27 leading growth capital providers representing over $50B in invested capital. Key insights include an increased supply of deployable capital compared to 2013 and rising deal multiples/leverage due to high demand. Most management teams need improvement in strategic planning, accounting/finance, and sales/marketing. Respondents were neutral on the economy but saw increased regulation as the biggest threat to middle-market businesses. Proper planning and preparation were emphasized as critical for a successful transaction.
Graham Seel of BankTech Consulting connects FinTech companies with real banking business problems and potential solutions. He has over 30 years of banking industry experience implementing technology solutions. BankTech Consulting helps FinTechs shorten their sales cycle with banks by advising them on how banks make purchasing decisions and aligning FinTech strategies to the ways banks prefer to buy technology. BankTech also assists banks in speeding implementation of promising FinTech solutions to improve efficiency and customer experience.
Atlanta Black Chamber Women's Retreat March 26, 2021 Yvonne Gamble CEO SanPet...Yvonne Gamble
As you develop a financing strategy for your company do not get insight on how to stand outside of the box, expand your vision and reach your financial goals.
FinCorp is an investment banking firm established in Egypt in 1998 that provides services including mergers and acquisitions, private placements, IPOs, corporate bonds, loans, business valuation, and portfolio management. It has relationships with similar firms globally. The document provides an overview of FinCorp, its services, experience in sectors like real estate and manufacturing, and profiles of its professionals.
Resultz Media Group Corp. is a global media and marketing firm that provides public relations, management consulting, corporate funding, and investor relations services to help clients achieve long-term success and shareholder value; their team of experts works to build trusted relationships and tailor funding solutions to meet each client's unique needs across various industries; they seek to maintain high professional standards and prioritize client goals in all engagements.
The document discusses Chris Riggio, Chief Revenue Officer at BrightScope, a leading provider of software and data analytics to the financial services industry. As CRO, Riggio oversees BrightScope's client-facing team including sales, project management, marketing, data solutions, and client success. He is tasked with accelerating the company's growth given increasing demand for better financial data and visualization tools. Riggio has over 20 years of experience in financial technology sales and marketing roles.
Thoughts on Digital Transformation: How Venture Capitalists manage their Port...DSP-Partners
A view on Digital Transformation:
- Big Corporations often struggle in their Quest for Innovation and Agility
- Their Journey towards Digital Transformation could benefits from fresh Thinking outside traditional Industries
- DSP-Partners interviewed Venture Capitalists to synthesize Learnings that Incumbents can draw from Venture Capital Players about successfully growing Start-ups
This document discusses how law firms can leverage the large amounts of client and market information they have access to in order to make better marketing and business development decisions. It explores how firms can synthesize data from various sources like competitive intelligence programs, relationship management applications, and other information to enable strategic decision-making. The document then provides examples of how firms can apply this intelligence-driven approach to scenarios involving growth through new markets, clients, mergers, and recruiting lateral hires.
Navigant valuation services commercial situations march 2015Thomas J. McNulty
This document provides an overview of Navigant Consulting's valuation services for commercial situations. Navigant offers commercial valuation work that serves business and transaction objectives rather than theoretical standards of value. Their valuations utilize investment banking techniques and the point of view is from management rather than a detached third party. Their strengths include industry experience, credentials, quantitative capabilities, and providing a collaborative process to clients. Navigant aims to differentiate itself from competitors through its balance sheet, global resources, and ability to handle all aspects of an engagement internally.
Ahead of the marcus evans Elite Summit 2017 and the Private Wealth Management Summit Fall 2017, Peter Craddock discusses what investors need to look for in selecting a venture fund, and the value of an LP co-investment option
What VCs Want, What Companies Want In A VC For UBC AceDavid Shore
Venture capitalists (VCs) look for strong management teams, clear business models with large market opportunities and realistic valuations when investing in startups. They also want to see traction in the target market and appropriate deal size and sector. When presenting to VCs, entrepreneurs should have an executive summary highlighting customers and value, financial projections, and a thorough due diligence binder. Entrepreneurs should look for VCs that can provide more than just money, such as management experience, contacts, and exit strategies. There are subtle differences between VCs so entrepreneurs should research firms and ask references about preferences.
Navigant valuation services commercial situations march 2015Thomas J. McNulty
This document provides an overview of Navigant Consulting's valuation services for commercial situations. It discusses why valuations are needed, common types of commercial valuations including fairness opinions and solvency opinions. It highlights Navigant's expertise in various industries including energy, their leadership team, and capabilities in valuation models and risk analysis. Navigant positions itself as a trusted advisor able to provide objective valuations with experience in both corporate and regulatory settings.
Angel investors, also known as business angels, are high-net-worth individuals who provide capital for startup businesses, filling the funding gap between personal savings and venture capital. They typically invest between $10,000-$500,000 in early-stage companies and tend to invest locally in industries they are familiar with. While angel investing involves high risks of business failure, it can also provide high returns for those companies that succeed. Due diligence is important for angels to properly evaluate investment opportunities and manage risks.
B Catalyst Powerpoint Introduction Templatecrichards12
bCatalyst Advisors is a leading mergers and acquisitions advisory firm. The presentation provides an overview of the company's history and services, including M&A advisory, valuation, financial consulting, and strategic consulting. It also introduces the team of experienced professionals and discusses recent transactions and consulting projects. In addition, it covers the current M&A climate, debt markets, economic indicators, and industry and market outlooks.
Saratoga Investment Corp. is a publicly traded business development company that provides customized financing solutions ranging from $5 million to $15 million to middle market companies in the United States. It has a team of investment professionals with over 80 years of combined experience investing over $4 billion. Saratoga offers flexible financing structures including debt, equity co-investments, and unitranche loans to support leveraged buyouts, growth financing, acquisitions and other transactions. The company partners with business owners and management teams to help create long-term value through patient capital and guidance.
BlackEagle Partners is a $175 million private equity fund that invests in lower middle market distressed and underperforming companies. It takes an operationally intensive approach to improve companies with enterprise values below $100 million and negative to $20 million EBITDA. BlackEagle focuses on investments where it can gain control through debt restructurings or equity investments and works with P-Tech Advisors to originate new deals. The fund's competitive advantage lies in its experience transforming distressed businesses through operational improvements in partnership with management teams and Caledonia Group.
Understanding RIA Channel Dynamics by LINK Portfolio AlternativesDarren Whissen
For alternative investment sponsors. A study on how RIAs view alternative investments, the market potential they represent, and best practices on developing an RIA-focused capital markets channel.
Sales in a Digital World From Retention to GrowthVishal Sharma
This document is a presentation about sales in a digital world and how sales has transitioned from retention to growth. It discusses how the sales journey and personas have changed for both B2B and buyers. It also addresses how relationships, customer experience, innovation, and services/growth interlock differently in a digital world compared to pre-digital. The presentation provides an overview of various topics and indicates there will be more details to come on certain issues. It ends with a disclaimer and contact information.
SSCG Consulting Practice support clients to navigate the complex issues and challenges impacting their businesses and the rapidly evolving industries and markets they operate in. We bring a sharp perspectives, diverse experience working in different global markets and insights.
Business Growth By Customer Acquisition and Loyalty MarketingAutoSyndicationUSA
The purpose of the Dynamic Growth Concepts is to help business owners and leaders hurdle the many stumbling blocks that impede progress and, all too often, knock
businesses and organizations completely out of the race. The most daunting obstacle blocking the path to success is what I call the cold, hard truth.
Call Mark @ Dynamic Growth Concepts because I want to help you learn the truth,
This document provides an annual synopsis and outlook from TripleTree, an independent investment bank focused on mergers and acquisitions, capital formation, and strategic advisory for healthcare and technology firms. It discusses the challenging economic environment of 2009 and how some companies emerged as leaders through strategic acquisitions and capital raises. TripleTree also summarizes its research focus areas and recent reports on emerging trends in healthcare, technology, and other industries.
SSCG is a global management consulting and professional services firm that provides advisory, consulting, and operational support services across multiple industries including business services, automotive, oil and gas, and manufacturing. They help clients address strategic and operational complexities through transformative solutions designed to drive sustainable growth, increase trust and collaboration, and unlock new opportunities. Their advisory services are aimed at helping clients achieve business goals through strategies to build effective businesses, innovate, reduce costs, manage risks, and leverage talent.
SSCG’s advisory services are designed to help our clients achieve business goals and ambitions. We work side by side with our clients to help them build effective businesses, innovate and grow, refocus business goals, transform strategies and models, reduce costs, manage crisis, risks, stay compliant with regulations and leverage talent.
Huron Consulting : CRM Visioning for BloomerAmi Reese
The document provides an agenda for a CRM visioning workshop between General Consulting Group and Blommer. The agenda includes introductions, a Salesforce demo, an overview of General's capabilities and Blommer's current CRM vision. It then outlines General's approach to help Blommer define a CRM vision and success metrics through a facilitated brainstorming exercise. The workshop aims to identify Blommer's goals at each stage of the customer lifecycle and potential obstacles to achieving them.
Channel Transformation & The Role of Incentives360insights
How do you go about designing effective incentive programs that incorporate best practices, achieve transformational goals and positively impact channel behavior? At our recent webinar, Channel Transformation: Influencing Behavior with Incentives, presenters, Maria Chien, Service Director, Channel Marketing Strategies @SiriusDecisions, Lisa Penn, Chief of Staff, Global Partner Marketing @SAP, and Steve Kellam, VP of Global Alliances @360insights outline key tactics on how to do this.
This document provides contact information for Voglewede & Associates, an international engineering profitability consulting firm. It summarizes the firm's services and experience in improving client profitability through sales and marketing performance, cost alignment and control, eliminating corrupt practices, and growth planning. The firm works closely with clients to understand their businesses and implement customized solutions through integrating profitability principles into their cultures. It has experience across various industries and an international network to serve over 35 countries.
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Mind the Gap 2: Marketing Operations in Age of DisruptionAprimo
While marketing operations capabilities are a requirement for today’s b-to-b marketing organizations, they can choose from a variety of approaches to execute those capabilities. The key to success is matching an organization’s situation and requirements to the right execution model.
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Ridge Consulting - Business Transformation Workshop - OverviewRidge Consulting
The document provides an overview of a business transformation workshop conducted by Ridge Consulting. The workshop aims to help companies develop strategies for lasting business transformation in three phases: establishing a strategic vision, evaluating operational changes, and generating a draft transformation strategy. It introduces tools like the BCG business transformation model and strategy development canvas. The agenda covers developing a vision and analyzing external/internal factors to identify strategic options and a distinctive advantage to guide new strategic directions. The goal is to provide a framework for participants to refine their long-term transformation strategy over time.
RWGreenwood Consulting helps businesses develop strategies for sustainable growth and profitability. They do this by analyzing external factors and competitive landscapes. Their experience delivering initiatives in pricing, supply chain, mergers and acquisitions has generated millions in value for clients worldwide. They take a tailored approach rather than relying on standardized frameworks. Their focus areas include strategy, revenue growth, cost savings, and forecasting. They have experience advising mining, utilities and industrial companies.
4Growth Inc. is a consulting firm that helps clients unlock business potential and growth. They partner with clients to identify opportunities, get through hurdles, and execute, build, and support long-term strategies. 4Growth uses a methodology of assessing clients' businesses, defining problems, and implementing best strategies and tactics. They provide active management, strategic partnerships, and skills enhancement to generate shareholder returns.
The Most Cost Effective Marketing Tool for Technology Companiesshapira marketing
The document outlines a seminar program hosted by Gelbart Kahana Global Marketing Services about industry analyst relations (AR). It discusses what AR is, the benefits it provides, and how analysts can influence technology sales and purchases. The seminar also includes a case study of how AR generated 10-15% of revenue for Callidus Software through sales leads and recommendations. Gelbart Kahana representatives AR Insights and the Knowledge Capital Group, leaders in global AR services.
This document discusses using critical thinking and analytics to transform data science into actionable insights. It provides examples of using customer segmentation, predictive modeling, and optimization to personalize marketing campaigns. The document outlines a framework for developing analytical solutions, implementing predictive models, and measuring their impact on business goals like increasing customer lifetime value. Key aspects include generating segment-level forecasts, modeling customer behaviors, and optimizing variables like marketing spend.
This executive summary provides an overview of the key findings from the 2016 Canadian Management Consulting Industry report. It finds that while the industry faces challenges from globalization, technological change and evolving client needs, the outlook is generally optimistic. The summary highlights that management consulting in Canada is a $12 billion industry, with the majority of firms being small and independent. It notes that clients are increasingly seeking consultants with niche expertise rather than generalists. While economic conditions pose some uncertainty, most consultants expect the market to grow or remain stable in the coming years. The industry is working to adapt to changes and develop new strategies to remain successful in this evolving business environment.
This document summarizes the capabilities and services of CDI Global, a leading M&A advisory firm focused on middle-market transactions. CDI Global has over 50 offices globally and offers a range of services including mergers and acquisitions, capital raising, technology licensing, and strategic advisory. Their approach emphasizes strategic fit over financial engineering and maintaining client confidentiality. They distinguish themselves from investment banks by their focus on deals under $250M and leveraging deep industry expertise to identify suitable targets and achieve successful strategic transactions.
The presentation covers elements of a GTM plan, what makes it disruptive and how does one measure it. The presentation was used at the NASSCOM Product Conclave in Cochin held on 14 Dec 2016 by Sunder Madakshira.
Building a Successful Business - Key Demand Drivers, Trends and Best Practice...SSCG Consulting
It's a good time to be involved in the start-up scene. More funding available than ever before, capacity building support and content on how to start your own business are easily accessible, and community-driven coworking and innovation hubs are popping up everywhere.
Despite the rising popularity of entrepreneurship, starting up a venture and culture brings its own unique set of challenges and problems in a rapidly changing and complex global landscape that its leaders must overcome.
Similar to Death of a Salesman: Broker Dealer/Platform/Advisor Trends - Executive Summary 2018 (20)
Building a Successful Business - Key Demand Drivers, Trends and Best Practice...
Death of a Salesman: Broker Dealer/Platform/Advisor Trends - Executive Summary 2018
1. DEATH OF A SALESMAN:
THE VALUE OF INFORMATION IN LIEU
OF SALES
www.consultCSG.com
www.GDCresearch.com
Broker-Dealers, Platforms, & Financial Advisors
Executive Summary - 2018
2. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.2
“THE SHIFT TO MARKETING DOES NOT MEAN THE END OF SALES BUT
RATHER A GREATER EMPHASIS ON INFORMATION DRIVEN BY RISING
CONSUMER EMPOWERMENT AND CHOICE. THIS WILL REQUIRE A
BETTER UNDERSTANDING OF CLIENTS/INVESTORS, THE CUSTOMER
EXPERIENCE, AND THE NEEDS OF FINANCIAL ADVISORS.”
Source: GDC Research & CSG
THE SHIFT FROM SALES TO MARKETING
SALES
MARKETING
Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
3. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.3
CONVERGING MACRO TRENDS ACCELERATING CHANGE
CHANGING
CONSUMER DYNAMICS
• Demographics:
Aging Boomers and
Digital-Oriented
Millennials
• Expanding
Underserved Advice
Gap
• Growing Choice for
Investment/Financial
Advice
• Demand for
Transparency
SHIFT TO LOW
COST SOLUTIONS
• New Normal Culture
of Low Cost
• Passive Solutions
Growing at the
Expense of Active
Management
• Less Margin to Fund
and Support
Distribution
FIDUCIARY
ENVIRONMENT
• Focus on Transparency
& Real/Perceived
Conflicts of Interest
• Reduction/Elimination
of 12b-1 Fees &
Traditional Sources of
Revenue-Sharing
• Pressure on Cost and
Fees for Investment
Management/Advice
• Increasing Compliance
Cost Impacting Budgets
INSTITUTIONALIZED
INVESTMENT SELECTION
• Investment Consultant
Approach to Manager
Selection by Advisors
and Platforms
• Advisors Considering
Outsourcing All or
components of Asset
Management
• Weakening Sales
Influence
ROBO/DIGITAL
ADVICE
• Embellishes the
commoditization of
asset management
• Provides Low Cost
and Accessible Advice
to Consumers
• Adoption Across All
Wealth and Age Tiers
• Increases Competitive
Pressure on Advisors
Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
4. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
BROKER-DEALERS/PLATFORMS/CUSTODIANS
4
5. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
IMPACT AND IMPLICATIONS
5
BROKER-DEALERS/PLATFORMS/CUSTODIANS
SHRINKING
MARGINS
HEIGHTENED
COMPLIANCE &
CONFLICTS OF
INTEREST
LIMITED
RESOURCES FOR
SUPPORT
ATTRACTING &
RETAINING
PROFITABLE
ADVISORS
6. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.6
KEY CONSIDERATIONS FOR BROKER-DEALERS/
PLATFORMS/CUSTODIANS
RE-EVALUATING STRATEGIC PARTNERSHIPS WITH
ASSET MANAGERS/PRODUCT PROVIDERS
• Prioritize sponsorship efforts
• Rationalize B/D and platform sales agreements
• Reconsiderations of Broker-Dealer support (e.g. practice
management, other support services, etc.)
REWORKING HOME OFFICE/PLATFORM OPERATING
MODELS
• Reconstruct profitability models based on revenue sharing
• Shifting role of Product Gatekeeper/product selection process
• Identification of additional revenue sources/cost savings such as
increasing advisory AUM, outsourcing
back-office/tech, etc.
• Develop more internal proprietary investment management and
asset allocation solutions
REDEFINING ADVISOR ENGAGEMENT
• Identify and align support with various advisor segments
• Addition of a hybrid and RIA-only affiliation option
• Focus practice management efforts to increase advisor
growth and productivity
• Expand digital and remote support capabilities
Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
7. 7
WHAT ARE YOUR ACTION STEPS?
Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
BROKER-DEALERS/PLATFORMS/CUSTODIANS
• Prioritize Sponsorship Efforts
• Rationalize Sales Agreements
• Reconstruct Profitability Models Based on Revenue Share Restructuring
• Shifting Role of Product Gatekeeper
• Identification of Additional Revenue Sources and Cost Savings
• Implement Advisor Segmentation
• Explore/Expand Affiliation Models (employee, hybrid, RIA, etc.)
• Focused Practice Management Efforts (including rationalization and
redeployment)
• Expand Digital and Remote Support Capabilities
8. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
FINANCIAL ADVISORS
8
9. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
Financial Advisors
Impact and Implications
FINANCIAL ADVISORS
16
IMPACT AND IMPLICATIONS
BECOMING
A FIDUCIARY
EMERGING
FEE PRESSURE
REDEFINING
VALUE WITH
CLIENTS
BROKER-DEALER/
PLATFORM
STABILITY
10. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
Financial Advisors
Action Steps
10
KEY CONSIDERATIONS FOR FINANCIAL ADVISORS
BUSINESS DEVELOPMENT
• Hybrid and RIA options
• Target clients (e.g. young emerging affluent,
Millennial, women, minorities, etc.)
• Business development staffing
• Practice acquisition
CLIENT VALUE PROPOSITION
• Shift to advice
• Expand investment management expertise
• Incorporate more passive and non-40 Act
investment solutions
• Adopt/integrate robo and digital capabilities
SCALING FOR GROWTH
• Rationalize practice management, continuing education,
and conference attendance
• Expand internal expertise; ensemble or team practice
• Leverage sources of expertise and support (e.g. Broker-
Dealer, Asset Managers, Insurers, Fin-Tech, etc.)
• Outsource components of asset management (e.g.
leveraging institutional money managers)
11. 11
WHAT ARE YOUR ACTION STEPS?
Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.
FINANCIAL ADVISORS
• Explore Hybrid and RIA Options
• Focus Client Development Efforts
• Shift to Advice/Planning
• Incorporate More Passive and Non 40 Act Investment Solutions
• Adoption/Integration of Robo and Digital Capabilities
• Implement Compensation Changes
• Rationalize Practice Management, Continuing Education and Conference
Attendance
• Expand Internal Expertise, Ensemble or Team Practice
• Leverage Sources of Expertise and Support (e.g. B/D, Asset Managers,
Insurer, Fintech, etc.)
• Outsource Components of Asset Management
12. Property of Collaborative Solutions Group (CSG), LLC and GDC Research. All rights reserved. 2018.12
COLLABORATIVE SOLUTIONS GROUP (CSG) www.consultCSG.com
CSG are the foremost thought leaders in the future of the financial services industry. Comprised of former C suite
executives, each with 25+ years of experience, we understand the history and current challenges of traditional
financial services firms. Being students of our profession, we know where the industry is going. Our expertise spans
the disciplines of Sales, Operations, Finance, Technology, Compliance, Marketing, Training, Relationship Management
and Project Management. Our team hails from top tier firms including broker dealers, asset managers, insurance
companies, registered investment advisors, banks and custody & clearing firms.
GDC RESEARCH www.GDCresearch.com
GDC Research provides applicable, actionable and customized consulting and research solutions for U.S. and
international financial service companies. Mr. Gallant is an industry expert with over 25 years of diverse experience
in market research, competitive analysis, tactical and strategic consulting, business development, market validation for
asset managers, insurance firms, broker-dealers, banks, clearing firms, and custodians, as well as various third-party
service and technology providers. GDC has consulted and published numerous reports and white papers on topics
such as investment product distribution/wholesaling, retirement income, advisory trends, digital/robo advice, wealth
management, financial advisor trends, etc. Mr. Gallant conducts numerous presentations, speeches and workshops for
client and industry conferences and is often quoted in industry trade publications.
ABOUT US
To receive a copy of the full presentations and to learn more about how GDC and CSG
can assist your organization, please contact:
Dennis Gallant, GDC Research Gretchen Wilson, Collaborative Solutions Group LLC
gallant@gdcresearch.com OR gwilson@consultCSG.com
508-397-9296 978-697-7574