Download relationships Provide a systematic approach to planning Solve Key

PlanLab
BMC Profiles Ltd.
&
Impact Technologies Group, Inc.
|
May, 2005
One Tool For All Clients
One Tool for All Advisors
Streamlining the Process
Solve Key Business Challenges
• Increase the time advisers spend with clients
Solve Key Business Challenges
• Increase the time advisers spend with clients
• Grow “Trusted Adviser” relationships
Solve Key Business Challenges
• Increase the time advisers spend with clients
• Grow “Trusted Adviser” relationships
• Provide a systematic approach to planning
Solve Key Business Challenges
• Increase the time advisers spend with clients
• Grow “Trusted Adviser” relationships
• Provide a systematic approach to planning
• Effectively use other members of your sales team
Solve Key Business Challenges
• Increase the time advisers spend with clients
• Grow “Trusted Adviser” relationships
• Provide a systematic approach to planning
• Effectively use other members of your sales team
• Integrate and streamline systems
Why online?
• Team collaboration in “real-time”
Why online?
• Team collaboration in “real-time”
• No more CD updates to go missing, or go wrong!
Why online?
• Team collaboration in “real-time”
• No more CD updates to go missing, or go wrong!
• Updates, enhancements quicker to deploy
Why online?
• Team collaboration in “real-time”
• No more CD updates to go missing, or go wrong!
• Updates, enhancements quicker to deploy
• Speedy identification of training needs
Why online?
• Team collaboration in “real-time”
• No more CD updates to go missing, or go wrong!
• Updates, enhancements quicker to deploy
• Speedy identification of training needs
• Access anywhere, anytime
Why online?
• Team collaboration in “real-time”
• No more CD updates to go missing, or go wrong!
• Updates, enhancements quicker to deploy
• Speedy identification of training needs
• Access anywhere, anytime
• Single common development platform
Why online?
• Team collaboration in “real-time”
• No more CD updates to go missing, or go wrong!
• Updates, enhancements quicker to deploy
• Speedy identification of training needs
• Access anywhere, anytime
• Single common development platform
• Management information “as it happens”
Case Study – Solution Effectiveness
Business Problem
A major bank wanted to move their advisers from transactional single product
sales to consultative-based multiple product sales. They wanted to
implement a process where their professionals present consistent planning
analyses regardless of which bank representative a client met.
Solution
PlanLab implementation.
Nov ’02 YTD
Nov ’03 YTD
1Q ’04 YTD
Total Plans Created
1769
2081
2349
Avg. Plans per Adviser per Year
8
10
47
Adviser Penetration
79%
79%
99%
Close Ratio per Plan
40%
47%
62%
Case Study – Solution Effectiveness
Benefits
Implementation of PlanLab allowed the bank to deliver consistent financial
plans and consistent planning advice across the firm. PlanLab’s ability to
designate user roles and then limit functionality per role allowed the bank to
let advisers with more experience address more advanced needs with their
clients while still making the system available to less experienced advisers.
(Nov. ’03 YTD)
Transactional Sales
Financial Plans
Assets Gathered per Close
$19,000
$96,000
Revenue per Close
$817
$3,100
Reasons Cited
 Trusted Adviser
 Discovery of New Assets
 Discovery of New Needs
Case Study – Speed to Market
“Being able to effectively react to
an immediate business need for a
target market segment is priceless.
Especially when the real cost is
small, the opportunity is large, and
the reusability factor is high.
Impact and their use of Microsoft’s
platform made it a no brainer.”
--Dan Weinberger
Assistant Vice President, Individual
Business Sales Tools and Marketing
Communications, MetLife Group, Inc.
Business Problem
• MetLife needed a custom solution from the
ground up in just 3 weeks. This included
design, coding, testing and deployment of
the solution. Not having the solution when
needed would have cost MetLife customers
and revenues.
Solution
• Impact deployed the solution when needed
by utilizing its existing framework and
architecture built on the Microsoft platform.
The solution not only met MetLife’s
immediate need but can be leveraged in the
future on other initiatives.
Benefits
• Greater service efficiency
• Higher customer satisfaction
• Increased customer retention
• Lower training costs
• Opportunity to drive new revenues