Large Company Wanted to Offer an Innovative Business Development Program on a National Level

Our Challenges to Address:

• The company was losing competitive advantage and market share
• The company employees were unsure how to create new business
• The company’s industry was becoming less desirable to work in

Our Consulting Solution Rolled Out a Business Development Program That Focused on Employees Learning New Skills

We started by meeting with the company’s leaders, to understand the organizational challenges and needs:

1. Met with a diverse group of employees, to understand their business challenges and opportunities.
2. Developed a program that implemented the feedback from the firm’s leaders and financial advisors.
3. Piloted the program with a sub-group of employees.
4. Enhanced the program, based on the pilot feedback.
5. Developed three and six-month follow-up opportunities with the employees, allowing them to practice their newly acquired skills for a period of time, with access to a resource for more information as needed.
6. Rolled out the program on a national level.

Outcome

• The firm rolled out the program at 10 regional conferences, over 11 months, with evaluation scores totaling 4.91/5.
• The program allowed the employees to learn new skills, practice them at work, and access more resources to reinforce the lessons learned.
• The process also created new ways to increase the employee’s book of business.

Your work is exactly what our employees need when working with their ‘older’ book and trying to extend the relationship to new clients.

—Rachel Kanter, Vice President, Morgan Stanley Smith Barney, LLC