A savings management company, specialising in financial advice and asset planning.
900
people involved
2
years of course
28000
training hours
Our Client
Needs Analysis
There was a need to effectively implement the bank’s new advisory strategy, aimed at a 360° management of clients’ assets. Moreover, the consultants’ actions were not always adhering to the new system and weren’t fully embracing the new business model, nor its changing dynamics.
Our solution
We developed a plan to support the evolution of the Advisor’s role, accompanying people in the development of a new Mindset with respect to their advisory role towards clients. Through simulations and real cases, we worked on the definition of a new approach to consultancy, putting into practice tools borrowed from modern scientific approaches.
Project development
We proposed an intervention on the basis of an initial analysis carried out on the Commercial Networks, aimed at bringing to light the critical points to be monitored for the implementation of the new commercial action. This analysis allowed the consultants to detect where there was a certain degree of resistance in implementing the required changes. The path we structured allowed people to bring out resistance and limiting beliefs (e.g. “we already do consultancy”), so that they could then work on them and on the perception of the value that the new strategy had brought. The final goal was for us to provide them with tools able to increase the effectiveness of the setworks in consultancy sales. With our prokect, we were able to spark a strong sense of purpose within the networks, which led to a growth in inflows increasingly focused on new consultancy products and the global management of clients’ assets.
