Need
to Deliver Financial Results – But Don’t
Know Which Area of the Business Will Yield the Best
Results?
Plehn Perspective:
Should we use the opportunistic
approach – so we feel we are following all potential
leads or target our approach to segments of clients
and risk missing other business opportunities?
Conducting
a strategic assessment of your firm’s
offerings, strengths vs. weaknesses, current vs. aspirational
capabilities and very importantly, client’s segments
and needs will facilitate a deeper understanding of
your firm’s effectiveness in driving business
results.
Cases:
· Strategic business plan for a medium-sized
asset management firm in need of focus and aligned
marketing & sales
efforts.
· Transitioning the same firm from the “opportunistic” to
the “targeted” sales
approach.
· Business development strategy for large department
of Fortune 100 company to
determine how to break
through to large,
prestigious retail clients who had refused
participation for over 10 years.
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