The Client

Global Investment Bank working in Wealth management, Trust, Investment Counselling, and Investment advisory and discretionary markets. 

The Challenge

Increasingly competitive market, new regulatory framework, and  lack of diversity in product offerings resulted in decrease in new clients and a watering down of assets under management. 

The Approach

3 year project , delivered globally, that addressed the challenges of sales, relationship building, ‘asking for more’, and included new regulatory understanding assessment.  A two day programme for all client facing professionals that included psychological modelling, regulatory challenges and a behavioural simulation. Follow on coaching sessions with each participant to embed learning and increase confidence in selling.

The Result

Significant increases in client retention, client assets under management, and new clients. Core example included retention of one unhappy client who invested an additional $150m as a direct result of the impact of the programme. Client achieved a net profit on training of over $1m as a result of this one investment.