Liberty Nov 2015
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Transcript of Liberty Nov 2015
‹#›
Why are we having this discussion?
Recap on the journey so far
The business of the future
The Agile Retirement range
Agenda
Own your Practice
Operational
Efficiency
Practice
Support /
Development
and
Legislation
Advice
Charging
Models
Customer
SegmentationCustomer
Value
Proposition
Practice
Financials
Personal
Marketing
Strategy
Management
InformationProduct
Strategy
Practice offering Transformation
6 x Business Transformation Workshops
1. Client Segmentation
2. CVP
3. Charging
4. Client Communication
5. Client Review
6. Transform
If you’re not
thinking
segments,
you’re not
thinking.
““
Theadore Levitt,
Author & Professor @ Harvard Business School
Segmentation in Action
First Class
12
Segment A
Business Class
60
Segment B
Economy
399
Segment C
60% of the profit comes from the 12 people at the front of the plane
The fundamental problem
Client doesn’t value Client values
Client gets
Waste of resources
(time, energy, effort,
money)
Bulls Eye
Client doesn’t get Happy days!Goodbye and good
riddance!
Adapted from: Karl Albrecht, client Satisfaction Window, “The Only Thing That Matters”
Most new ideas do not depend on new
information, but on putting together old
information in a new way!
Price is what you pay, value is what
you get and the value of anything
is the difference it makes… and the
sole judge of value is the person
paying for it!
Marketing Mix - Cars
Hyundai Mercedes
Product Basic, economical cars aimed
at those on a limited budget
Premium/ executive/ luxury
cars
Price Affordable, good value Expensive (but worth it)
Position Mass Market, reliable and low
cost
Quality, top end, image and
perception of success
Placement Functional Showroom
(ordinary people)
Palatial Showroom, chrome
and very smart
Don’t panic…be deliberate
• Don’t move too far away from high touch model
• Practice solutions will follow the economics of the market
• Focus on activities and processes which are revenue
generating
• Decide if you want to grow or maintain until exit