This document summarizes 12 chapters on developing strategies for financial products and services. Some key points discussed include:
- Financial products require qualifying customers and sustained customer contact over time. Customer service is important to avoid negative impacts.
- Strategies can focus on cost leadership, differentiation, or targeting specific customer segments.
- Different life stages have varying financial needs like risk protection, preserving savings, or managing retirement funds. Strategies must address both felt and latent customer needs.
- Building long-term customer trust and loyalty requires a relationship-based approach across multiple products tailored to each customer's unique needs and situations over time.
QDI Strategies: Brand and Channel Strategy Project ExampleMichael Barr
One of QDI’s clients had grown very rapidly by selling several of their brands through Home Depot. However, this also resulted in lower margins, declining sales in the specialty channels, and a sense that the value of their lead brand had declined. The presentation shows examples of alternative strategies with operating profits that exceed the base line strategy by as much as $30 Million. It also shows it is possible to reverse the brand deterioration.
QDI Strategies: Brand and Channel Strategy Project ExampleMichael Barr
One of QDI’s clients had grown very rapidly by selling several of their brands through Home Depot. However, this also resulted in lower margins, declining sales in the specialty channels, and a sense that the value of their lead brand had declined. The presentation shows examples of alternative strategies with operating profits that exceed the base line strategy by as much as $30 Million. It also shows it is possible to reverse the brand deterioration.
Sellers vs Buyers - “Tactics and Strategies from the Front Lines”Gerard B. Hawkins
SELLERS vs BUYERS
“Tactics and Strategies from the Front Lines”
A definitive guide to techniques for conditioning the “Seller” and techniques for conditioning the “Buyer”
Aims and Objectives
Generation of Supplier Positioning Model
Categorization of Suppliers
Tactics and Strategy applied to relative positions
Buyers Overall Aims
Material Strategy Model
Analysis Considerations
Spend Matrix
Procurement Profile Strategies
Supply Positioning: Portfolio Analysis
Supply Positioning: Analysis
Supplier / Buyer Conditioning
Supplier Conditioning Aims
Techniques
Customers' Expectations and the Supply Chains
The Buyer’s Influence cycle
Conditioning the Seller
Procurement Marketing
The Five Generic Competitive Strategies : Which One to Employ?Ami Sampath
A summary presentation of Chapter 5 of the book "Crafting and Executing Strategy, (SIE): The Quest for Competitive Advantage: Concepts and Cases, 14/e"
http://highered.mcgraw-hill.com/sites/0070600899/information_center_view0/
This is an editable presentation of Category Management in procurement. The presentation explains the ways of creating categories and provides several examples of category creation in different businesses. It also gives the main pros and cons of category management.
Feel free to use the presentation for your training and change it as you wish.
PURCHASING PROCEDURES, E-PROCUREMENT, AND SYSTEM CONTRACTING pter 007 instru...Zamri Yahya
• Purchasing Procedure
• System Contracting
• E-Procurement
• Reverse Auctions
• Electric Data Interchange (EDI) and Purchasing
Radio Frequency Identifications (RFID)
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10 steps for effective Category Management process; mapped by Mohamed Azzam, inspired by CIPS effective category management course. On occasion of the procurement planning activities for year 2018, I wanted to share this grouped process stages with procurement professionals who are pursing the implementation of “Category Management” approach or wish to do so.
How to beat the competition with smart market positioning
What is a competitive advantage? What is positioning? Cost leadership/ differentiation. How can you assess the competition?
This presentation has been designed in order
to better understand the added-value of implementing Category Managementinside an organization and the prerequisite to do it in an efficient way,
in terms of knowledge, tools and data .
Webinar: Transform Customers Into Your Most Powerful Marketing AssetInfluitive
Based on the new comprehensive advocate marketing strategy guide for senior marketers, The Advocate Marketing Playbook, B2B sales and marketing expert and TOPO partner Craig Rosenberg, and Influitive’s VP of Marketing Jim Williams outline an easy-to-follow, step-by-step process for building a world-class advocate marketing program from scratch.
Sellers vs Buyers - “Tactics and Strategies from the Front Lines”Gerard B. Hawkins
SELLERS vs BUYERS
“Tactics and Strategies from the Front Lines”
A definitive guide to techniques for conditioning the “Seller” and techniques for conditioning the “Buyer”
Aims and Objectives
Generation of Supplier Positioning Model
Categorization of Suppliers
Tactics and Strategy applied to relative positions
Buyers Overall Aims
Material Strategy Model
Analysis Considerations
Spend Matrix
Procurement Profile Strategies
Supply Positioning: Portfolio Analysis
Supply Positioning: Analysis
Supplier / Buyer Conditioning
Supplier Conditioning Aims
Techniques
Customers' Expectations and the Supply Chains
The Buyer’s Influence cycle
Conditioning the Seller
Procurement Marketing
The Five Generic Competitive Strategies : Which One to Employ?Ami Sampath
A summary presentation of Chapter 5 of the book "Crafting and Executing Strategy, (SIE): The Quest for Competitive Advantage: Concepts and Cases, 14/e"
http://highered.mcgraw-hill.com/sites/0070600899/information_center_view0/
This is an editable presentation of Category Management in procurement. The presentation explains the ways of creating categories and provides several examples of category creation in different businesses. It also gives the main pros and cons of category management.
Feel free to use the presentation for your training and change it as you wish.
PURCHASING PROCEDURES, E-PROCUREMENT, AND SYSTEM CONTRACTING pter 007 instru...Zamri Yahya
• Purchasing Procedure
• System Contracting
• E-Procurement
• Reverse Auctions
• Electric Data Interchange (EDI) and Purchasing
Radio Frequency Identifications (RFID)
Category management and procurement planningMohamed Azzam
10 steps for effective Category Management process; mapped by Mohamed Azzam, inspired by CIPS effective category management course. On occasion of the procurement planning activities for year 2018, I wanted to share this grouped process stages with procurement professionals who are pursing the implementation of “Category Management” approach or wish to do so.
How to beat the competition with smart market positioning
What is a competitive advantage? What is positioning? Cost leadership/ differentiation. How can you assess the competition?
This presentation has been designed in order
to better understand the added-value of implementing Category Managementinside an organization and the prerequisite to do it in an efficient way,
in terms of knowledge, tools and data .
Webinar: Transform Customers Into Your Most Powerful Marketing AssetInfluitive
Based on the new comprehensive advocate marketing strategy guide for senior marketers, The Advocate Marketing Playbook, B2B sales and marketing expert and TOPO partner Craig Rosenberg, and Influitive’s VP of Marketing Jim Williams outline an easy-to-follow, step-by-step process for building a world-class advocate marketing program from scratch.
Digital strategy design for museums and cultural institution - Muzeum@digit 2015 conference presentation by Stephane Bezombes, reciproque.
The digital enhancement of cultural heritage is the result of a history that began in the mid 1970s. Museums needs long term vision, not only just-in-time projects. Organizations need to establish a digital strategy to emerge, develop, capture value and (re)design services.
Museums teams not need to deliver one-use products, but to produce painkillers applications and digital tools for liberating intelligence, and engage audiences.
Digital Engagement: 5 Steps to Build, Analyze & Measure Your Digital Engageme...SnapApp
In today’s digital world, customers and fans demand engagement across channels; but most companies still struggle with a comprehensive strategy that combines the content, involvement & acquisition tactics required to do so. See examples that any business can use to build a strategy that fuels growth.
Crossing the Chasm – From Email Marketing to Marketing AutomationSugarCRM
Empowered buyers want to be enabled, not sold. This requires B2B marketers to shift focus from selling products to knowing and serving customers. Companies using standalone email are not able to garner insight and behavioral data to help facilitate the customer along the new buyer’s journey, as companies who have adopted marketing automation can. Why should you cross the chasm from email marketing to marketing automation? Join Act-On CMO, Atri Chatterjeee, & Christian Wettre, President of W-Systems – a top partner of both SugarCRM and Act-On, as they share challenges, best practices and lessons learned. This session will reference two innovative companies who have graduated from email to automation, and discuss how they have optimized marketing processes as a result.
Digital marketing has the potential to achieve the dreams marketers have held for generations: the ability to directly reach potential customers at the right time, with the right message, every time. This dream consists of the extraordinary ability to track marketing efforts and consumer behavior in order to optimize budget and understand the audience and what is most effective, as well as the innovation and technology to manage all of this efficiently and easily.
Marketing playbook - A guideline every marketers needs to knowGilang Gibranthama
What if your team is working remotely?
What actually things every marketer needs to highlight?
How to communicate your brand knowledge?
Marketing playbook answers all of the anxiety and problems. Keep in touch & work collaboratively with your team by sharing the same value.
This unit explains the following topics:
1. Life Time Value (LTV)
2. Recency
3. RFM Model
4. Customer Life Cycle
5. Segmentation
6. Acquisition Tactical Management
7. Customer Retention Stages
Strategic Role of Purchasing
Purchasing Portfolio
Supplier Selection
Customer Centric Supply Chain
Supply Chain Management
Supply Chain Management in the 21st Century
Research Topics in Supply Chain Management
Corporate Strategy or Strategic Management
Concepts and Cases by Fred R. David,
Francis Marion University, Florence, South Carolina, &
Forest R. David,
Strategic Planning Consultant
The Business Plan Workbook: 2015 Slides from Kogan PageSophia Blackwell
Everything you need to prepare a business plan, from the 'Why?' to the 'how,' and invaluable advice for surviving the first few years of setting up a new business.
https://bit.ly/BabeSideDoll4u Babeside is a company that specializes in creating handcrafted reborn dolls. These dolls are designed to be incredibly lifelike, with realistic skin tones and hair, and they have become increasingly popular among collectors and those who use them for therapeutic purposes. At Babeside, we believe that our reborn dolls can provide comfort and healing to anyone who needs it.
The Healing Power of Babeside's Handcrafted Creations
Our reborn dolls are more than just beautiful pieces of art - they can also help alleviate stress, anxiety, depression, and other mental health conditions. Studies have shown that holding or cuddling a soft object like a stuffed animal or a reborn doll can release oxytocin, which is often referred to as the "love hormone." This hormone helps us feel calm and relaxed, reducing feelings of stress and anxiety.
In addition to their physical benefits, reborn dolls can also offer emotional support. For many people, having something to care for and nurture can bring a sense of purpose and fulfillment. Reborn dolls can also serve as a reminder of happy memories or loved ones who have passed away.
Welcome to the Program Your Destiny course. In this course, we will be learning the technology of personal transformation, neuroassociative conditioning (NAC) as pioneered by Tony Robbins. NAC is used to deprogram negative neuroassociations that are causing approach avoidance and instead reprogram yourself with positive neuroassociations that lead to being approach automatic. In doing so, you change your destiny, moving towards unlocking the hypersocial self within, the true self free from fear and operating from a place of personal power and love.
2. Chapter 1
Financial products are different from physical products
• The prospect must qualify for the product.
• Involves sustained and periodic contact with producer.
• One mistake of service provider turns to a negative impact on
customer.
• They are not product but processes designed to deliver an
outcome.
• Handling customer is more important than the failure.
• Sustained focus for long term customer satisfaction.
• Conflict of interest between the companies and consumers.
• Acquiring the label and brand image of an institution.
3. Chapter 2
• The central theme of marketing is to create the sense of value
and possibly isolate that sense from the price paid.
• Porter’s model gives four ways to approach the marketplace
and create a sustainable position for the business.
• Cost Leadership ─ quoting lower rates
• Cost Focus ─ focus on small segment led by cost as a
competing factor.
• Differentiation ─ occupies a distinct mental position in terms
of value perceived / offered.
• Process-based differentiators provide distinct competitive
advantage.
4. Chapter 3
Issues arising from nature of the industry
• Conflict of interest with their customer
• Ownership involves continuous or periodic interface with company
• Failure product can be catastrophic for customer
• Long product usage
Problems in developing strategy
• Highly quantifiable and measurable
• Hard to visualize and protect
• Innovation is easily copied
• To qualify the prospect as eligible for a product
Business outcomes
• Frontline staffs and customer service has to bear burnt of customers
• Sales process is complex
• Burn out sales and service staff make any company look bad
5. Needs of portfolio matrix
Encounter quadrant (Q1) ─ Felt need for single
product
Know quadrant(Q2) ─ Latent need for single
product
Grow quadrant(Q3) ─ Felt need for portfolio
products
Value quadrant(Q4) ─ Latent need for portfolio
products
6. Chapter 4
• The segmentation in financial market is based on the stage of
life in which the customer is.
• Gathering ─ Early stage of life when needs are basic including
risk protection.
• Preserving ─ Middle stage when one needs preserve what one
has earned.
• Enhancing ─ Growing the money one has enhanced.
• Harvesting ─ It involves earning a decent return on
accumulated savings that can take care of retirement years.
• Felt needs ─ a need which a consumer knows he has.
• Latent needs ─ a customer which a consumer has but does
not know.
7. Consumer Responses Mapped to
Needs and Stages of Life
Felt need Latent need
Early stage Later stage Early stage Later stage
Basic
requirement
Search and
find
Bargain hunt Quickly
become a felt
need ;
customer
copies product
use from peer
or introducer of
product
Sophisticated
requirement
aspirational evolve May
demonstrate
urgency in
filling
8. Chapter 5
• Trustworthiness of a financial company is a hygiene factor.
• The representative of the company is the face of the
company.
• Greater the personal selling results in greater profit.
• The concept of trust chain is similar to concept to value chain.
• Building of trust chain is a delicate process.
• Trust building becomes organisational and organisation
becomes an institution.
I will use one
of your
services
I will use more
of your
services
If I shift
everything to
you
Take me
where you
think I should
be
… and test you
… and see if
you retain my
trust
My trust has
grown show
me I am right
You are the
right provider
for me
9. Chapter 6
• Silo based organisation is where the
concentration is on the product; single
product is promoted across the market.
• Relationship based organizations concentrate
customer by customer; multiple products are
promoted to the customer.
10. Chapter 7
• The products can be easily compared with competitors. So
higher vulnerability.
• The management respond with discounted prices or freebies.
• Low pricing power
• Low profitability
• Low customer loyalty
• High attrition potential
11. Chapter 8
• The goal in this quadrant is to get the customer to use a
second product which fills a latent need.
• Two distinct approaches:
1. Either your salesperson uncovers the latent need.
2. Your strategy involves a pre-planned second product which is
aimed to be sold after the first sale in Q1.
• A salesperson calls with a meaningful uncovering of latent
needs changes the image of the company.
• Comparability comes down.
• The pricing power increases.
• Improves the image of the company.
• The attrition comes down.
• Increases in sales numbers results in increase in profitability.
12. Issues in harnessing the Know Quadrant
• Need to think how they will bridge from first to second
product.
• Need to equip their front-end adequately in uncovering of the
latent needs.
• A latent need once uncovered no longer remains latent.
• There is no assurance that the customer will fill the latent
need at a later date with the same company.
13. Chapter 9
• The customer has felt needs for multiple products.
• The companies with product portfolio which are able
1. To connect their set of products for logical use with one
another.
2. To obtain a single view of their customers.
• Lack of strategic awareness is the major problem.
• The customer shift from Q1─Q3 because the customer find us
to be cost leaders.
• The customer shift from Q2─Q3 because the customer find
that we can think for him, about him.
• It is an opportunity to earn trust in the form of taking up
thankless tasks.
14. • The comparability comes down a good bit if multiple needs
are met with a clutch of products.
• The pricing power improves.
• Interlinked usage of products increases convenience.
• Less easy to shift the business to another producer due to
linkage and convenience.
• The cost and time of shift are high.
• The first win is to avoid getting into a series of questions for
each products.
• The second win is to establish the portfolio benefits from
consolidating the usage of products into one producer.
15. Chapter 10
• The customer is happy to buy everything from this company.
• The company provides portfolio of products which are
logically set and have single view of customer.
• Product Design ─ producer must find a fit in one of the logical
set in the portfolio available already.
• Product Launch ─ many products are delivered and producer
would like to charge premium.
• The gap in offering can become a entry quadrant for
competitor.
• This quadrant offers impressive advantages.
• Tries to ensure that points of comparison do not arise.
• Pricing power increases since the customer perception of
value increases.
16. • It is too inconvenient to buy a product from elsewhere, hence
attrition rate is low.
• Hunter group work in product silos by operate vertically
chasing one customer after another.
• Harvester group work for the process of customer value
management by selling one product more.
• This quadrant has to be in a relationship mode for
relationship-based and hybrid organisation.
• The problems are spoilt of available database and the wear
and tear of front end tele-callers and salespersons.
17. Chapter 11
• Migration of quadrants from Q1-Q2-Q3-Q4, Q1-Q3, Q1-Q4
and Q2-Q4.
• Shifts in the Need axis involves the organisation know its
product set and how to fit in customer’s scheme of things,
education of all customer touch points, create different sales
group for each quadrant.
• Shift on the Portfolio axis involves the consolidation of
process, enablement of technology and CRM.
18. Chapter 12
• Need to build a long-term sustainable portfolio.
• Strategy free results in short term but do not tie in to longer
term goals.
• An institution is an organisation that involves in pursuit of its
mission.
• A mission is never done; it is a lifetime’s work.
• Goals drive the mission.
• Targets are breakdown into goals.
• All these have to be aligned.