The document outlines strategies for building client loyalty and increasing wallet share through strong business banking relationships. It discusses developing: 1) a defined market development process focused on retention, expansion, acquisition, and consultant relationships; 2) a defined relationship development process to proactively build revenue; 3) vertically aligned messaging of priorities from the executive suite; 4) vertical accountability for executing articulated processes; and 5) coaching team members on building business relationships. Consistently executing these strategies through leadership from the executive suite can lead to sustainable top-line growth, credit quality, and margins.
Presentation on Lean Analytics at MicroConf 2013. Understanding what metrics are the most value, when, for your type of business.
* What makes a good metric?
* Types of metrics (qualitative vs. quantitative, vanity vs. actionable, etc.)
* Lean Analytics framework
Shared a number of case studies: Airbnb, Buffer, ClearFit, OffceDrop and others.
When it comes to SEO, are the teams within your organization effectively communicating?
Or do they seem to be working on their own island?
How do you keep everyone up to speed while the digital landscape changes at a faster pace?
Getting discovered online is essential to achieving your business goals.
Being found on SERPs involves a comprehensive SEO strategy that touches all aspects of the website, including every team involved.
Watch our webinar to discover how bringing your team together will help you catch SEO issues before they damage your rankings – and bottom line.
You'll learn how to:
- Boost your SEO results by breaking down silos and increasing agility within your content, SEO, and web teams.
- Enhance your team's agility to improve rankings, online acquisition, conversions, and market position.
- Prepare your business with the right teams, technology, and processes to handle volatility on Google and unpredictable economic declines.
Conductor's Patrick Reinhart, VP of Digital Strategy and Customer Success, will show you how your company can quickly adapt new ideas across teams for long-term success.
Often, people can be misunderstood, efforts overlap, and opportunities are lost because there isn't proper communication.
My 3 Biggest Discoveries of the Past 20 YearsDrift
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Presentation on Lean Analytics at MicroConf 2013. Understanding what metrics are the most value, when, for your type of business.
* What makes a good metric?
* Types of metrics (qualitative vs. quantitative, vanity vs. actionable, etc.)
* Lean Analytics framework
Shared a number of case studies: Airbnb, Buffer, ClearFit, OffceDrop and others.
When it comes to SEO, are the teams within your organization effectively communicating?
Or do they seem to be working on their own island?
How do you keep everyone up to speed while the digital landscape changes at a faster pace?
Getting discovered online is essential to achieving your business goals.
Being found on SERPs involves a comprehensive SEO strategy that touches all aspects of the website, including every team involved.
Watch our webinar to discover how bringing your team together will help you catch SEO issues before they damage your rankings – and bottom line.
You'll learn how to:
- Boost your SEO results by breaking down silos and increasing agility within your content, SEO, and web teams.
- Enhance your team's agility to improve rankings, online acquisition, conversions, and market position.
- Prepare your business with the right teams, technology, and processes to handle volatility on Google and unpredictable economic declines.
Conductor's Patrick Reinhart, VP of Digital Strategy and Customer Success, will show you how your company can quickly adapt new ideas across teams for long-term success.
Often, people can be misunderstood, efforts overlap, and opportunities are lost because there isn't proper communication.
My 3 Biggest Discoveries of the Past 20 YearsDrift
Drift co-founder and CEO David Cancel's presentation from HYPERGROWTH 2017. Learn about the 3 biggest discoveries of David's 20+ year career building companies and developing tools for marketing and sales teams.
Google's Official Note to Product Management CandidatesLewis Lin 🦊
Google's official note to product management candidates
Updated October 2016
Uploader's Note
Google's Text Borrows Heavily from my Google PM prep blog post from 2013: http://www.impactinterview.com/2013/09/google-product-manager-interview/
Find the Job-to-be-Done. Pains, gains, needs, and wantsShiftup
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Want to attend our next webinar? Become a Shiftup Explorer: https://shiftup.work/product/explorer-agility-innovation-qualification-program/
YouTube content strategy that explains how brands and small business owners can grow on YouTube using the Help, Hub, Hero content model developed by YouTube.
#socialmedia #video #YouTube
Presentation from NRF 2023: Retail's Big Show
Adam Braun, Illinois Attorney General's Office
David Johnston, National Retail Federation
Millie Kresevich, EssilorLuxottica
Maria Michel-Manzo, Homeland Security Investigations
Organized retail crime (ORC) is a growing threat to retailers of all sizes, is imperiling employee and customer safety, and is hurting companies’ financial performance. This session will highlight how ORC threats are evolving, how law enforcement and retailers can work together more effectively on ORC investigations, and what NRF is doing to support legislation and industry initiatives that will help to counter ORC.
THE SCIENCE BEHIND EFFECTIVE FACEBOOK AD CAMPAIGNSunfunnel
http://unfunnel.com/facebook-ads-guide
A successful Facebook Ad is made of 2 components: a great design, targeted to the right audience. By analyzing over 100,000 real world ads we’ll show you what’s trending right now.
We not only provide you with the science and data behind a successful Facebook ad, but we also give you actionable best practices and highlight examples of companies doing it right.
Download this guide from Adspresso and HubSpot to learn how to create perfect Facebook ads based on real data on headlines, popular words, numbers and sentiments, and more!
HOW TO INCREASE GIRTH SIZE FAST | BEST WAY TO ENLARGE PENIS IT’S MY EXPERIENC...Alex
HOW TO INCREASE GIRTH SIZE FAST | Hello buddy I know you are too sad! About your sex relationship? Don’t worry be happy. I have the ultimate solution to increase your penis long & strong. This turns your sadness into happiness in just a week.
Calibration exercise on GA4 observed vs modelled vs GA 360 data. The methodology was flawed in this case but the results and approach stand up to scrutiny
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
A riff on Dave McClure's startup metrics for Pirates redrawn as a Customer Factory Blueprint. You'll learn how to define, measure, and communicate the key levers for traction in your business.
Google Analytics & Performance Internet - FormationEmmanuel Borne
Google Analytics et la démarche d'amélioration de performance sur Internet.
Implémentation de Google Analytics. Concepts clés et définition des indicateurs clés.
Google's Official Note to Product Management CandidatesLewis Lin 🦊
Google's official note to product management candidates
Updated October 2016
Uploader's Note
Google's Text Borrows Heavily from my Google PM prep blog post from 2013: http://www.impactinterview.com/2013/09/google-product-manager-interview/
Find the Job-to-be-Done. Pains, gains, needs, and wantsShiftup
Discover in this deck various perspectives of Jobs-to-be-Done, know needs and wants relate to pains and gains, and get several tools to examine your customers’ jobs.
Want to attend our next webinar? Become a Shiftup Explorer: https://shiftup.work/product/explorer-agility-innovation-qualification-program/
YouTube content strategy that explains how brands and small business owners can grow on YouTube using the Help, Hub, Hero content model developed by YouTube.
#socialmedia #video #YouTube
Presentation from NRF 2023: Retail's Big Show
Adam Braun, Illinois Attorney General's Office
David Johnston, National Retail Federation
Millie Kresevich, EssilorLuxottica
Maria Michel-Manzo, Homeland Security Investigations
Organized retail crime (ORC) is a growing threat to retailers of all sizes, is imperiling employee and customer safety, and is hurting companies’ financial performance. This session will highlight how ORC threats are evolving, how law enforcement and retailers can work together more effectively on ORC investigations, and what NRF is doing to support legislation and industry initiatives that will help to counter ORC.
THE SCIENCE BEHIND EFFECTIVE FACEBOOK AD CAMPAIGNSunfunnel
http://unfunnel.com/facebook-ads-guide
A successful Facebook Ad is made of 2 components: a great design, targeted to the right audience. By analyzing over 100,000 real world ads we’ll show you what’s trending right now.
We not only provide you with the science and data behind a successful Facebook ad, but we also give you actionable best practices and highlight examples of companies doing it right.
Download this guide from Adspresso and HubSpot to learn how to create perfect Facebook ads based on real data on headlines, popular words, numbers and sentiments, and more!
HOW TO INCREASE GIRTH SIZE FAST | BEST WAY TO ENLARGE PENIS IT’S MY EXPERIENC...Alex
HOW TO INCREASE GIRTH SIZE FAST | Hello buddy I know you are too sad! About your sex relationship? Don’t worry be happy. I have the ultimate solution to increase your penis long & strong. This turns your sadness into happiness in just a week.
Calibration exercise on GA4 observed vs modelled vs GA 360 data. The methodology was flawed in this case but the results and approach stand up to scrutiny
Getting to Product Market Fit - An Overview of Customer Discovery & ValidationJason Evanish
An overview of the first two stages of Steve Blank's Four Steps to the Epiphany: Customer Discovery and Customer Validation. Includes in depth advice on the customer development interview as well.
I'm writing a book on How to Build Customer Driven Products based on tactics like the ones in this presentation. You can sign up to learn more here: http://eepurl.com/RZoO9
A riff on Dave McClure's startup metrics for Pirates redrawn as a Customer Factory Blueprint. You'll learn how to define, measure, and communicate the key levers for traction in your business.
Google Analytics & Performance Internet - FormationEmmanuel Borne
Google Analytics et la démarche d'amélioration de performance sur Internet.
Implémentation de Google Analytics. Concepts clés et définition des indicateurs clés.
Business strategy books fill bookstore shelves, but none draw attention to the unique ways in which B2B organizations need to strategize and run differently than B2C companies in order to achieve true sustainable, predictable, and profitable growth. In this session, Sean Geehan, CEO and Founder of Geehan Group and author of the book, “The B2B Executive Playbook,” will go further by not only identifying those unique differences, but also demonstrating how B2B companies need to apply these strategies with proven approaches from his more than 20 years of experience.
We evaluated the mobile wallet marketplace for customer experience and mobile payment capabilities, see who is coming out on top... but the race isn't over yet! Visit our website for more information regarding our mobile wallet research: http://www.carlisleandgallagher.com/expertise/cg-insights
Empowering retention strategiesin the age of the customer
This white paper addresses:
– Why measurement programs need to change
– Six proven steps for a successful measurement program
– Using customer intelligence to predict and drive change
Everyone has a creative potential! Yes that's right. We all have the innate capacity for creative activity. ZaVue Solutions deals with providing novel business ideas and an opportunity to do online writing to earn a good amount in your lives.
Website: http://zavuesolutions.com/
Like and share our Facebook page to get updates;
https://www.facebook.com/zavuesolutions/
Loyalty programs are largely adopted by marketers but not all turn out a success. Check out this slide deck for the “3C’s” elements that could turn the tide towards the “Right” loyalty program.
Visit our website for more details and to subscribe to our eNewsletter
http://www.digitalalchemy.asia
Let’s connect…
http://www.facebook.com/DigitalAlchemyLimited
http://twitter.com/Digitl_Alchemy
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http://plus.google.com/109695231036450612270/posts
http://instagram.com/Digitl_Alchemy
Don’t forget to follow our SlideShare channel for more content in the world of database marketing!
Nyba.retail and small business conference.march 15 2013.v1Ned Miller
A recent New York Bankers Association Conference on "Building Momentum with Small Businesses." Some of the topics include: The top 10 questions that drive satisfaction for business owners, 4 key iniatives for banks interested in building sustainable results and research on what small businesses want from their banks.
How to Unleash the Hidden Value of a Best Practices Voice of the Customer Pro...Gainsight
Your customer base is a constant feedback generating engine. That information is pure gold to any type of business, but especially recurring revenue companies. Unfortunately, it’s lost in the ether when you don’t have a systematic way to capture that feedback, transform it into insights, actualize those insights, and realize the value from the customer.
We call that infinite feedback loop the Voice of the Customer (VoC).
In this webinar, you’ll learn several actionable tips and tricks to spin up a world-class VoC program, as well as what common pitfalls to avoid along the way. Join Waypoint Group Founder and Principal Steve Bernstein and Gainsight Director of Product Marketing Ganesh Subramanian as they explore what makes VoC so valuable and how you can drive that value in your organization.
Growing your business to the next level takes more than a great idea -- it takes funding. Did you know that investors say the number one thing they look for when deciding to invest is talent?
From SC Moatti, Managing Director of The Angels' Forum, you'll learn:
- 3 characteristics investors look for in a strong team
- The hiring recipe that spells failure
- Why diversity and culture matter
- And more
To learn more, visit us here: http://bit.ly/2cCJq8E
How to define yourself to your target audience and not let the market to define you. High Net Worth clients want to hear that you understand their needs, goals and aspirations before they allow you over their walls.
Impact 3 areas to achieve desired sustainable business growth.pdfQuek Joo Chay
To have every action contribute to business growth:
1. produce the correct info for decision making.
2. know how to achieve the goal
3. act diligently.
We believe that growing a business is the mission of every action. Over years of helping numerous companies to grow, we have developed a model to focus strategically on three business areas to achieve sustainable business growth.
Reading this presentation will allow you to conduct a reflection on your business from our perspective to give you an opinion to open the door to receiving tremendous success in your business.
This is my presentation to the International Society of Arboriculture (ISA), in Rhode Island, June 2009. It contains many examples of how to run a more profitable tree care business.
It was referenced in the podcast interview with Todd on ArborViews at http://www.isa-arbor.com/podcast/PodcastDetail.aspx?ID=8
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
[Note: This is a partial preview. To download this presentation, visit:
https://www.oeconsulting.com.sg/training-presentations]
Sustainability has become an increasingly critical topic as the world recognizes the need to protect our planet and its resources for future generations. Sustainability means meeting our current needs without compromising the ability of future generations to meet theirs. It involves long-term planning and consideration of the consequences of our actions. The goal is to create strategies that ensure the long-term viability of People, Planet, and Profit.
Leading companies such as Nike, Toyota, and Siemens are prioritizing sustainable innovation in their business models, setting an example for others to follow. In this Sustainability training presentation, you will learn key concepts, principles, and practices of sustainability applicable across industries. This training aims to create awareness and educate employees, senior executives, consultants, and other key stakeholders, including investors, policymakers, and supply chain partners, on the importance and implementation of sustainability.
LEARNING OBJECTIVES
1. Develop a comprehensive understanding of the fundamental principles and concepts that form the foundation of sustainability within corporate environments.
2. Explore the sustainability implementation model, focusing on effective measures and reporting strategies to track and communicate sustainability efforts.
3. Identify and define best practices and critical success factors essential for achieving sustainability goals within organizations.
CONTENTS
1. Introduction and Key Concepts of Sustainability
2. Principles and Practices of Sustainability
3. Measures and Reporting in Sustainability
4. Sustainability Implementation & Best Practices
To download the complete presentation, visit: https://www.oeconsulting.com.sg/training-presentations
Improving profitability for small businessBen Wann
In this comprehensive presentation, we will explore strategies and practical tips for enhancing profitability in small businesses. Tailored to meet the unique challenges faced by small enterprises, this session covers various aspects that directly impact the bottom line. Attendees will learn how to optimize operational efficiency, manage expenses, and increase revenue through innovative marketing and customer engagement techniques.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
Affordable Stationery Printing Services in Jaipur | Navpack n PrintNavpack & Print
Looking for professional printing services in Jaipur? Navpack n Print offers high-quality and affordable stationery printing for all your business needs. Stand out with custom stationery designs and fast turnaround times. Contact us today for a quote!
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Attending a job Interview for B1 and B2 Englsih learnersErika906060
It is a sample of an interview for a business english class for pre-intermediate and intermediate english students with emphasis on the speking ability.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
VAT Registration Outlined In UAE: Benefits and Requirementsuae taxgpt
Vat Registration is a legal obligation for businesses meeting the threshold requirement, helping companies avoid fines and ramifications. Contact now!
https://viralsocialtrends.com/vat-registration-outlined-in-uae/
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Building B2B Client Loyalty and Increasing Wallet Share
1. Audio-Visual
Sponsored by:
B ildi g B2B Cli tBuilding B2B Client
Loyalty and IncreasingLoyalty and Increasing
Wallet ShareWallet Share
Buck Bierly, President & Founder, Bierly Consulting
2013 Annual Conference for Bank Presidents, Senior Officers & Directors
Waves of Change. Oceans of Opportunity.
2. Building Client Loyalty and
I i W ll t ShIncreasing Wallet Share
Developing Strong
Business Banking Relationshipsg p
MZ BIERLY CONSULTING
March 2013
Version 4
2
3. We are assuming
Building Loyalty, Increasing Wallet Share
We are assuming. . .
Your bank is active with the businesses in youry
community.
Y h t f B k h t thYou have a team of Bankers who support the
business owners in your community.
This is their story. . .
Your Commercial Banking Team.
MZ BIERLY CONSULTING
g
3
4. Building “Strong” Commercial Banking
Building Loyalty, Increasing Wallet Share
Building Strong Commercial Banking
Relationships has 3 Outcomes. . .
1. Building Sustainable Top-Line Growth
2. Building Sustainable Credit Quality
3 Building Sustainable Margins3. Building Sustainable Margins
MZ BIERLY CONSULTING4
5. Keeping it simple
Building Loyalty, Increasing Wallet Share
Keeping it simple. . .
1. Don’t lose your most profitable clients.y p
2. Lock down your “undersold” clients.
3. Acquire the prospects that build sustainable
revenue (and a sustainable brand).
Undoable in today’s environment?
MZ BIERLY CONSULTING5
6. As Simple as Possible
The Key Drivers
As Simple as Possible. . .
1. Consistent Execution of a Client Experience
2. Consistent Execution is driven by the
Leadership of the Executive Suite (not justLeadership of the Executive Suite (not just
CEO, the whole Executive Suite)
But, what are we Consistently Executing?
MZ BIERLY CONSULTING6
7. Hi h P f i B k 3 “ i ”
A Few Definitions
High-Performing Bankers use 3 “strategies”
A Transaction Strategy (responding to an opportunity)A Transaction Strategy (responding to an opportunity)
A Market Strategy (allocating their limited time to the
“ i ht” Cli t P t d COI ti l“right” Clients, Prospects and COIs; proactively
managing their time toward the best “lead sources”)
A Relationship Strategy (“strategically” developing
their relationship with significant clients, prospects and
COIs)
MZ BIERLY CONSULTING
COIs)
7
8. Building Loyalty and
1. An Articulated Market Development Process
Increasing Wallet Share (The Checklist)
p
2. An Articulated Relationship Development Process
3 V ti ll Ali d M i f th P i iti (l d b3. Vertically Aligned Messaging of the Priorities (led by
the Executive Suite)
4 V ti l A t bilit f “E ti ” th A ti l t d4. Vertical Accountability for “Executing” the Articulated
Processes (led by the Executive Suite)
5 C hi T M b b ildi t b i5. Coaching Team Members on building strong business
relationships (Focused by E-Suite)
Thi i h t ’ ti
MZ BIERLY CONSULTING
This. . . is what we’re executing.
8
9. 1 A Defined Market Development Process
A Market Development Process focuses on 4 sets of
1. A Defined Market Development Process
p
Relationships.
Retention Relationships (the top 10% based on
metrics)
Expansion Relationships (significant expansion
opportunities within 18 months)opportunities within 18 months)
Acquisition Relationships (matches a credit and profit
profile)profile)
COI Relationships (the 3rd parties who already know
those above)
MZ BIERLY CONSULTING
)
9
Other examples and definitions are shown in your handouts
10. The Market Development Process. . .
f
50% Reactive 50% Proactive
A Model for Market Focus
Transactions Leads
It Balances the Proactive
and Reactive Activity within
Your MarketYour Market.
MZ BIERLY CONSULTING10
11. 2 A D fi d R l ti hi D l t P
Sustainable growth in revenue is built with
2. A Defined Relationship Development Process
g
proactive relationship development.
Never lose a Retention RelationshipNever lose a Retention Relationship.
Get in front of opportunities in Expansion
RelationshipsRelationships.
Be consistent pursuing Acquisition
Relationships.
Stay in front of the Right COIs.
MZ BIERLY CONSULTING
y g
11
12. Resources Most Often Relied on for Advice on Addressing Business Issues
B i C i l
Where do You Stand?
Resource
Business
Banking
Commercial
Banking
Internal Management Team 66% 63%
P t A th C 20% 23%Peer at Another Company 20% 23%
Outside Consultant 17% 22%
My Insurance Broker 11% 13%y
Accountant 16% 11%
Commercial Banker 10% 4%
Lawyer 3% 3%
Investment Banker 2% 1%
Other 9% 6%
MZ BIERLY CONSULTING
Other 9% 6%
Greenwich Market Pulse, July 2012 12
13. Business Acumen* is bringing Business Issue
Building a “Different” Relationship
Business Acumen is bringing Business Issue
Insights and Unsolicited Financial Ideas to the table
A significant “differentiator” in a competitiveA significant differentiator in a competitive
marketplace
Highly effective in proactive situations
Product Acumen is important in reactive situations
Less of a differentiator in proactive situations
MZ BIERLY CONSULTING13
14. What are Decision Makers Looking for?
Building “Loyal and Deep” Relationships
g
1. It depends on what they “value”. Different Decision
Makers value different “things”.Makers value different things .
2. Value-added is not the value you want to add, it’s the
value that the Decision Maker is looking for thevalue that the Decision Maker is looking for. . . the
Decision Maker’s “value driver”.
3 Strong relationships are built when we understand and3. Strong relationships are built when we understand and
align with the value driver of a Decision Maker.
MZ BIERLY CONSULTING14
15. Building a “Default” Value PropositionBuilding a Default Value Proposition
Value Driver = What the Decision Maker is “looking for”
5
4
3
2
MZ BIERLY CONSULTING15
1
16. Shifting the Conversation A “BusinessShifting the Conversation. . . A Business
Acumen” Conversation
Use this Question Set to Demonstrate Business
Acumen and Building Relationship Momentum
2
These conversation areas align with a Business
Owner’s Business Issues, Business Objectives,
Business Operations and Financial Management
Processes. These questions demonstrate Business
MZ BIERLY CONSULTING
q
Acumen!!
16
17. 3 Vertically Aligned Messaging of the Priorities
Sustainability is “led” by Messaging the Priorities
3. Vertically Aligned Messaging of the Priorities
(led by the Executive Suite)
Sustainability is led by Messaging the Priorities.
What are the most important things your
Commercial Team does every week?
Reduce the messaging to no more than 5Reduce the messaging to no more than 5
priorities.
R t bli h th P i iti k (fRe-establish the Priorities every week (from
the CEO on down).
MZ BIERLY CONSULTING17
18. 3. Vertically Aligned Messaging of the Priorities
Performance and “Motivational” sources
High performers (top 10%) IntrinsicHigh-performers (top 10%), Intrinsic
The Core of Team (80%), Extrinsic( ),
Low-performers (bottom 10%), Mis-Match
MZ BIERLY CONSULTING18
19. Extrinsic Motivation, Consistent Messaging
Extrinsically motivated Bankers monitor their
environment for clues and cues to determine
what is acceptable behavior and
then respond accordingly.p g y
MZ BIERLY CONSULTING19
20. Vertically Aligned Messaging of the PrioritiesVertically Aligned Messaging of the Priorities
1. Prioritizing the Messages
Have you prioritized the messages?
Are you staying on the prioritized messages?
2. Adjusting the Behaviors
Have you assessed the skill sets?
Have you built a coaching plan?
Are you “formally” coaching?
3. Adjusting the Infrastructure
Does it support the messaging you’re delivering?
D it t th b h i t?
MZ BIERLY CONSULTING20
Does it support the behaviors you want?
21. 4 Vertical Accountability for “Executing” the4. Vertical Accountability for Executing the
Articulated Processes Every Week
(led by the Executive Suite)( y )
Consistent Execution means continuallyCo s ste t ecut o ea s co t ua y
prioritizing the Messages. . .
Monday Morning Sales Meetings
MZ BIERLY CONSULTING21
22. 5 C hi T M b B ildi St5. Coaching Team Members on Building Strong
Business Relationships
Continually “growing” the right BehaviorsCo t ua y g o g t e g t e a o s
Scheduled, Bi-Weekly, One-on-One, y,
Coaching
MZ BIERLY CONSULTING22
23. Building Loyalty Increasing Wallet Share
A A ti l t d M k t D l t P
Building Loyalty, Increasing Wallet Share
(The Checklist)
An Articulated Market Development Process
An Articulated Relationship Development Process
Vertically Aligned Messaging of the Priorities (led by
the Executive Suite)
Vertical Accountability for “Executing” the Articulated
Processes (led by the Executive Suite)
Coaching Team Members on building strong business
relationships (focused by the E-Suite)
MZ BIERLY CONSULTING
This. . . is what we’re leading.
23
24. The 5 Key DriversThe 5 Key Drivers
This. . . is what we’re leading.
MZ BIERLY CONSULTING24