International Professional Services
Firm - Translating Relationships into New
Business
Problem: Our client needed to redefine
its organization around customer relationship
and extend partnerships with clients across
multiple products and advisory roles.
Solution: Picard & Company introduced
a two-stage education and business development
program geared to Certified Public Accounting
partners and managers who have, in the past,
only offered tax or advisor services. This
program shifted their incentives, education
and support to a broad customer-centered
mix of products and relationships.
Results: The firm experienced growth
in revenues, partner productivity and customer
retention, which grew by 180%.
International Financial Services Brokerage
and Investment Bank - Driving New Product
to Market
Problem: This world-class financial
institution had low affluent customer recognition
and internal broker visibility for this
high-revenue stream product offered to multimillion-dollar,
high-net-worth individuals and institutions.
Solutions: We developed a rebranding
program that established clear values, incentives,
and a message of trust to both the brokers
and their clients. The effort was complemented
with internal marketing and sales support.
Results: Our intervention resulted
in an expansion of both distributing brokers
and end clients. In combination with expanded
retention and additional gathered assets,
this program helped expand assets under
management exponentially.
Internet Business-to-Business Vertical
Portal
- New Product Introduction
Problem: The client had a major
opportunity to penetrate a market but had
insufficient branding, strategies, marketing
and resources to "hit the ground running."
Solution: Picard & Company provided
a complete marketing management support
role from pricing and dealer agreements
to marketing and promotions.
Results: The company has successfully
launched in a challenging, competitive environment
and will break even and achieve profitability
within 13 months.
Major Regional Bank - Overcoming Competitive
Threats
Problem: Our client was competitively
challenged by alternative investment industries
and was losing assets as a result.
Solution: Picard & Company created
an asset management account that will allow
the institution to leapfrog and leverage
existing relationship into new assets formerly
going to brokerage houses.
Results: The bank gathered $3 billion
in first 14 months of the product's life
with a minimum of cannibalization from other
depository accounts.
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