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creative thinking. custom solutions. results. |
Client Success Stories Excella’s custom solutions have consistently delivered results for its business partners. You may identify with the examples of how we’ve helped clients reach their goals.
Excella develops international expansion strategyThe clientOne of the nation’s leading brokerage companies The goalDetermine whether to develop a global custody offering and support for international products and services The Excella solutionA 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:
Based on Excella’s research and recommended strategies, the client has embarked on the development of an international offering that is slated for a 2010 launch. Excella strategizes to increase client satisfaction among separate account managersThe clientA leading brokerage firm The goalBetter meet the needs of separate account managers who trade on the brokerage firm’s platform and who seek to gather assets from the brokerage firm’s client base of independent advisors The Excella solutionCreate a strategy that identifies key areas for investment with this important constituency. Excella conducted a research study to understand the priorities of separate account managers, successfully identifying marketing, technology, and service enhancements that would 1) better meet their needs and 2) lead to increased trading activity and assets under management on the provider’s managed account platforms. This study included three parts:
To date, the client has implemented more than 40% of Excella’s recommendations. Excella spearheads launch of wealth management offering for family officesThe clientA leading brokerage company The goalLaunch a new wealth management offering for family offices The Excella solutionFor 35 wealth management products, strategize and create the following:
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. Excella creates next-generation practice management program for financial advisorsThe clientA global investment management firm The goalUpgrade its current practice management program to include a consultative selling process for advisors transitioning to a fee-based model The Excella solutionLeverage in-depth research on today’s advisor challenges to devise a strategy and tactical plan for rolling out a new targeted selling program. As part of the strategy, Excella successfully created these essential elements:
Excella subsequently audited the firm’s existing practice management programs, identifying gaps in training and sales materials and providing specific, prioritized recommendations for improvements, including a recommended timeline for completion. As a result of Excella’s work, financial advisors at leading brokerage firms around the country now participate in the firm’s new practice management program. Excella creates powerful, comprehensive selling system for capital markets productsThe clientA major financial services
provider with extensive capital markets offerings The goalIncrease registered investment
advisors’ utilization of capital markets products currently marketed
by a sales force of more than 100 professionals The Excella solutionCreate a comprehensive selling system to help the team introduce the firm’s equity, fixed income, and structured equity products to independent financial advisors. Excella empowered the sales team with four main components:
Since its launch in August 2008, the selling system has received uniformly positive reviews from the sales force. Excella formulates comprehensive brand strategy and marketing programThe clientAn IT consulting firm that serves the investment management community The goalAchieve breakthrough growth through an aggressive multi-year growth strategy The Excella solutionDevelop a comprehensive marketing program, including a fully integrated branding strategy. Excella analyzed and crafted the firm’s value proposition, defined the firm’s brand, and developed a marketing roadmap for generating new leads and building loyalty among existing clients. Excella also created a new brand identity system and a suite of communications materials in four parts:
Excella builds education program that demystifies trade connectivity optionsThe clientA major financial services provider with a strong base of registered investment advisor custody relationships The goalIncrease trading relationships with the custody clientele by aggressively building awareness of the custody provider’s trading solutions The Excella solutionDevelop an education program to help the company’s sales and relationship management teams better communicate the firm’s product line. Excella turned complex offerings into easy-to-understand solutions by creating powerful learning tools:
Since the program’s launch in May 2008, the client reports stronger product knowledge throughout its sales and relationship management team.
Excella Develops RIA Brand Strategy And Communications ProgramThe clientA top 50 RIA firm The goalAggressively grow assets under management by acquiring new high-net-worth, family office, and institutional clients The Excella solutionDevelop a strategic and systematic approach for center of influence, prospect, and client communications and define the firm's core messages including its values, approach to working with clients, and service offering. Excella successfully created a powerful suite of materials including the following:
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“Your customer research and product strategy helped us understand critical technology needs for our advisors and determine where to invest over the next 24 months.” — Vice President, Product Management, Leading RIA Custody Provider |