SteveBillinghamConsulting

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4 guaranteed ways to lose clients

Whilst many advisory firms benefit from very low levels of client attrition, others would acknowledge that hanging on to high value, profitable clients has, in these volatile market conditions, been more challenging than it should be, so I thought it might be useful to look at the key reasons clients leave. Research consistently suggests that …

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7 steps to a successful marketing plan

Marketing is the process of deliberately creating and maintaining relationships with clients and prospects. It’s about creating awareness that you exist, generating interest in what you have to offer – your proposition, creating demand for your proposition and encouraging prospective clients to take action – that is, purchase from you. Seems simple, doesn’t it? Why …

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Where’s your “pot of gold”?

Client segmentation is becoming increasingly sophisticated with advances in digital analytics and behavioural and psychographic segmentation techniques. We’ve all heard about ‘big data’, and there’s no getting away from it, there is an endless supply of information about your clients. You can find yourself lost for days and tied in knots with algorithms and approaches, …

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Why client care pays off

Clients either decide to buy, or decide not to buy your services. They decide to come back and buy again, or not buy again. They decide to recommend your business, or bad-mouth your business. The way you handle your client’s “moments of truth” determines the success of your business, the survival of your business and …

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First class “client experience” in action

When Jan Carlzon took over Scandinavian Airlines (SAS) the business was making multi-million losses and in worrying decline. In just 12 months he turned the business around. In one year earnings were up £60 million in a drastically slumping market where other international airlines collectively lost £1.5 billion. One of the key elements of Carlzon’s …

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Are you measuring the right things?

Most advisers measure what they think is right (usually turnover and if you are lucky… profit) rather than measuring what matters most, i.e. the things that matter to clients. In 1994 Continental Airlines was failing… big time. It had filed for bankruptcy twice in the previous decade. Then they hired Gordon Bethune who simply got …

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Some thoughts on Marketing

Finding more, higher value, more profitable clients is one of the key challenges for advice businesses in today’s market. Indeed, probably the most common question I get asked during my work with advisers is “How can we attract more HNW clients?” The days of working with anyone who can fog a mirror are disappearing due …

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Delivering an Outstanding Client Experience – Part 9

In our final video of the series I explore whether it’s possible to measure something that seems so intangible as “client experience” and provide an simple but effective framework and formula for doing so.

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Delivering an Outstanding Client Experience – Part 8

In this, the penultimate video in our 9 part series on delivering an outstanding client experience, I explore the role that outsourcing can play in helping you stay focused on delighting your clients, including the 4 keys to building successful relationships with your outsourced service providers.

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Delivering an Outstanding Client Experience – Part 7

In this video, part 7 of our 9 part series on delivering an outstanding client experience, I explore the importance of employee engagement in delivering outstanding client service, and the strategies you need to keep your people focused on doing just that.

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