We are excited to be rolling out a new website today with updates to our messaging as well as a new visual system. The visual system communicates the vision and focus we share with our clients every day: how to build greater marketing and sales agility to respond to a rapidly changing technology, media and competitive environment.
In this post, I thought I would outline the framework broadly including, at a high level, the strategic capabilities that we think all businesses need to build in order to achieve this vision, compete with agility and drive sustainable revenue performance.
Yesterday, I had an in depth session with a leading Boston area financial advisor. Their firm has doubled every five years and they have plans to double again in the next five years. In the past, their growth has been on the back of solid personal business development activities by the two partners along with timely, yet somewhat ad hoc referrals. To achieve the next level of growth (from $300M to $600M AUM) they understand that they need a more systematic marketing and selling engine. But what should they do differently?
The challenge is that, along with growth comes increased business and operational complexity which takes up more senior team time. The senior team is saddled with business responsibilities and are not able to fully engage the market as intensely as they did in the early growth years. At the same time, it is the senior team that is most critical to selling success. So, what is the answer?
Part of a good solution is to develop a ‘Model Week’ for each member of the business development team. The model week articulates the level of selling activity that is both critical and realistic in a given week – balancing much needed personal time with the needs of the business and the sales engagement process. The elements that should go into a model week can be derived by building a revenue model. Here are some considerations:
https://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.png00John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2013-06-04 13:23:302017-01-26 13:58:29What is Your Model Week? – Advisors and Professionals Need a Plan
We have written several posts over the last few years on 1:1 engagement. We highlighted tools like XOBNI (for Outlook), Social CRM tools, and more recently Cloze and Newsie and even Plaxo to name a few. Now LinkedIn’s new LinkedIn Contacts is another powerful tool you can use.
LinkedIn Contacts is based on the Connected technology, the content management startup LinkedIn acquired in 2011.
https://revenuearchitects.com/wp-content/uploads/2013/08/RA_220X220_Programs.png162192John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2013-04-30 13:08:182017-01-26 14:02:48The New LinkedIn Contacts: Another Tool for 1:1 Engagement
With a solid Digital Marketing Foundation, Financial Advisors can run effective, targeted campaigns to build reputation and generate qualified client leads that can be nurtured and won.
This post is for fun, but as I write it I can’t help but see parallels between fishing for “bones” and inbound marketing. The equipment, tactics, strategies and execution needed to catch a bonefish are similar to those required for effective marketing.
https://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.png00John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2013-03-23 18:31:262017-01-26 14:04:29Bonefishing at Turneffe Flats: Just Like Marketing!
Today, I received an email from a leading high performance sales training and systems company that offers leading solutions for buyer-focused sales and marketing. The company has been around for a while and is clearly a leader in their space, so they had credibility from the start. The email headline got my attention as it was related to new buyer-focused sales strategies and it included a call-to-action for training in advanced marketing and sales.
https://revenuearchitects.com/wp-content/uploads/2013/02/Social-Media-Marketing.jpg10551308Therese Byrnehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngTherese Byrne2013-02-05 18:00:542014-10-22 15:05:52Financial Advisors: Filter and Target 1:1 with Social Media
RiA Stands for You: Halo Effect for Advisor Branding
It’s simple, yet powerful. Leverage the distinctive brand identity in the Schwab RIA Stands for You (RiAS4U) campaign to elevate your brand image and credibility with clients, prospects and influentials as a Registered Independent Advisor (RIA).
Align your brand with the RiAS4U messaging
Follow the branding standards and creative brief provided by Schwab Advisors
https://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.png00Therese Byrnehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngTherese Byrne2013-01-22 14:38:262014-10-22 15:06:53Schwab Advisors: Leverage "RiA Stands for You" in Branding
https://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.png00John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2013-01-01 18:14:172014-04-16 19:17:37Earn Media in 2013 – 5 New Year Resolutions
As you consider your digital strategy and in particular, financial advisor compliance strategies that take advantage of the Charles Schwab RIA Stands For You Campaign, there are a number of questions you may have related to regulatory compliance. The following responses were provided by, Mitch Avnet. Mitch is a Revenue Architects supporting partner and leading industry compliance expert who’s background includes experience with Lincoln Financial Group, Wachovia and PNC Financial. Need assistance in your compliance program? Contact us!
Below are some FAQs for compliance and Mitch Avnet’s replies:
https://revenuearchitects.com/wp-content/uploads/2017/02/logo-again.png200239John Stonehttps://www.revenuearchitects.com/wp-content/uploads/2013/08/RA_logo-300x137.pngJohn Stone2012-12-13 11:14:072019-02-18 16:38:47Financial Advisor Compliance: FAQs and the RIA Stands For You Campaign
