Building Business Development Capability in Banking
Financial Services
The client
The Global Wealth Management division of one of the big five banks in Canada
Challenge
- Customer acquisition was a long-time opportunity to accelerate growth
- Leadership recognized the need to evolve the roles of Financial Advisors to Investment Specialists, focused on proactively developing their client base and business
- Leadership also recognized the need to equip Investment Specialists with a different set of attitudes, knowledge, and skills to prospect for new clients in a proactive, influential manner
HORN Solution
- Initial roll-out included customized classroom learning, reinforcement teleconferences and one-on-one coaching
- Investment Advisors learned critical business development skills including:
- Adopting an entrepreneurial “hunter” mindset
- Applying a proactive and consistent approach to funnel management
- Building “Centres of Influence” to refer prospective clients
- Engaging prospective clients to secure a first meeting
- Conducting influential, consultative dialogues to lead to new clients
- Sales managers participated in half-day session to equip participants with the skills and tools to sustain the learning
- After six years, the program, while it has evolved, continues to be part of the onboarding program for new Investment Specialists
