Overview

Overview 2017-06-19T16:56:05+00:00

The Client
A leading provider of technology solutions to the investment community.

The Goal
Develop a plan to integrate the brand of a recently acquired competitor with the parent company while maintaining the loyalty of all of its clients.

The Excella Solution
An in-depth set of executive interviews with clients of the parent company as well as the newly acquired firm to better assess overall brand perceptions of each entity. Our findings resulted in a comprehensive set of recommendations for:

  • Product development
  • Client experience/Service
  • Brand integration

Based on our solutions-based research recommendations, the parent company successfully initiated the brand implementation process.

The Client
One of the nation’s leading brokerage companies

The Goal
Determine whether to develop a global custody offering and support for international products and services

The Excella Solution
A comprehensive research study and strategic recommendations to help senior management better understand critical target markets, client needs, and opportunities for a product suite that could be customized by market and distribution channel. Excella’s study had this main focus:

  • Quantitative and qualitative research into needs and priorities for both the company’s distribution partners and the company’s key clients

Based on Excella’s solutions-based research and recommended strategies, the client has successfully launched an international offering.

The Client
One the nation’s leading brokerage companies

The Goal
Develop a comprehensive program to help both registered investment advisors and registered reps acquire and retain female clients

The Excella Solution
A comprehensive practice management program that was developed based on qualitative research conducted by Excella. Our solutions-based research approach resulted in robust set of guides and tools that we developed for our client:

  • A trio of best practice briefs that feature financial advisors who successfully work with women in transition, female executives, and wives of current clients
  • A toolkit to help financial advisors adopt a step-by-step approach for acquiring and retaining female clients
  • A series of actionable briefs offering focused strategies for client acquisition and retention
  • Tweets, videos, and additional supporting digital collateral for the program

The program received a high degree of media attention and accolades from financial advisors.

The Client
Leading brokerage company serving independent broker-dealers, banks, and wirehouses

The Goal
Offer a comprehensive practice management program to help financial advisors join or form a team

The Excella Solution
An actionable and educational program that included:

  • A best practice brief that showcases several advisory practices that have successfully formed teams
  • A research brief that makes the case for teaming
  • A toolkit to help financial advisors adopt a step-by-step approach joining or forming a team
  • A playbook that offers home offices a series of best practices that they can undertake in order to help advisors more successfully join or form a team
  • Workshop for financial advisors seeking a roadmap on how to join or form a team

The Client
Leading brokerage firm

The Goal
Offer an an actionable program to help registered investment advisors and registered reps acquire new Gen X and Gen Y clients and grow relationships with existing younger investors.

The Excella Solution
A practice management program was developed based on interviews Excella conducted with more than 20 financial advisors who have a track record of success in reaching younger investors. Our solutions-based research approach resulted in the following:

  • A series of actionable briefs offering 10 different strategies, with tips for execution, for client acquisition and development
  • Tweets, videos, and additional supporting digital collateral for the program

The program is currently being introduced  to financial advisors.

The Client
A global investment management firm

The Goal
Upgrade its current practice management program to include a consultative selling process for financial advisors transitioning to a fee-based model

The Excella Solution
Leverage in-depth research on today’s advisor challenges to devise a strategy and tactical plan for rolling out a new targeted curriculum. As part of the strategy, Excella successfully created these essential elements:

  • Value proposition and mission statement for the program
  • Comprehensive training curriculum, based on an audit of the existing program
  • Suite of robust toolkits and workshops on the topics of personal brand development, business planning, and referrals

As a result of Excella’s work, financial advisors at leading brokerage firms around the country now participate in the firm’s upgraded practice management program.

The Client
Leading RIA custodian

The Goal
Create a product strategy and marketing launch for a Web solution for clients of registered investment advisors.

The Excella Solution
A product development strategy based on a comprehensive study that included

  • Assessment of both advisor and investor needs
  • An evaluation our client’s key technology vendor
  • Analysis of market competitors
  • Recommendations for product enhancements

As part of the strategy, we developed a marketing program with supporting materials for the product launch, ongoing advisor communications, and training for relationship managers.

The Client
A leading RIA custodian

The Goal
Give registered investment advisors an inside look at the “art of the deal”  

The Excella Solution
Create a series of in-depth case studies that take the reader step-by-step through a series of successful RIA deals that included

  • Merging with another firm to gain geographic presence
  • Being acquired by a competitor to gain operating efficiencies and liquidity
  • Agreeing to an unexpected buyout offer by a bank seeking to fill unmet wealth management needs of its clients
  • Establishing an internal plan for succession

The thought leadership series provides financial advisors with a breath of strategies to explore as they contemplate their next phase of growth.

The Client
A leading brokerage company

The Goal
Launch a new wealth management offering for family offices

The Excella Solution
For 35 wealth management products, strategize and create the following:

  • Product positioning
  • In-depth product profiles
  • Sales tools

To ensure an efficient and informed buying experience for clients, Excella studied, documented, and streamlined the sales process for each product. Furthermore, to help the firm gauge client satisfaction on an ongoing basis, Excella created key metrics for evaluating product usage and perceived value by family offices. To date, more than 100 family offices have enrolled in the wealth management offering.

The Client
A leading financial institution

The Goal
Help registered investment advisors and registered reps accelerate growth through an increased level of referrals that match their ideal client profile.

The Excella Solution
Design an actionable six-step program to help advisors cultivate referrals that align with their ideal client profile. The program is available through multiple formats so that advisors can learn using a medium that best meets their needs. Delivery venues include:

  • A half-day hands-on workshop
  • A series of six online courses, plus one-on-one coaching
  • A self-study guide and workbook

Since its launch, the program has received uniformly positive reviews from financial advisors.

The Client
RIA firm who recently hired a NextGen financial advisor with the intent that she will become one of the future leaders of the firm. The NextGen advisor joined the firm with a strong set of technical skills that she developed over the years in various institutional money management roles.

The Goal
Help the NextGen advisor develop the requisite skills to build strong center of influence, prospect, and client relationships.

The Excella Solution
Over the course of a five-month period, we provided an intensive training and coaching program that focused on personal branding, messaging, relationship building, and business development. This customized curriculum also included extensive role-playing and ultimately resulted in the following key accomplishments:

  • Clear definition and crisp articulation of her core brand message
  • Creation of a powerful LinkedIn® profile and supporting online strategy that showcases her brand and keeps her top-of-mind with connections
  • Development of three profiles of ideal clients to pursue
  • Ways to position herself and her firm with each of these ideal targets and effectively articulate how she can address their unique needs
  • A plan to cultivate relationships with centers of influence that serve ideal clients
  • A set of strategies and tactics for conducting effective networking meetings
  • A set of strategies and tactics for conducting effective prospect meetings, including how to address prospect concerns or objections
  • An understanding of what a thoughtful client discovery process entails and how to frame open-ended questions

As a result of Excella’s coaching and training, the NextGen advisor is ready to pursue prospecting and client development activities with a high degree of confidence, focus, and discipline.