"I acknowledge the advice, expertise provided in the recent restructuring of our organisation which successfully integrated Findlaters Wine Products into our retail product portfolio and also improved our service to our customers."

Declan Barry, Sales Director,
Robert Roberts Ltd


Case Study: Multibranch Financial Institution

Achievement

Created a model for greater cost effective branch interaction and development with Key existing and potential customers.

Our Approach

  • Job Roles updated to increase capability of taking on extra tasks particularly in the areas of contributing to Business Building activities.
  • Customers of each branch regraded to enable greater focus on those with greatest definable potential.
  • Selected roles in each Branch formed into a high support selling team – agreed as an extra additional responsibility for each selected jobholder.
  • Regional and Head office specialised services connected more into supporting each branch selling team.
  • Roles of Branch Managers and Dedicated Selling people reconstructed to enable more time and focus on needs based reviews and meetings with higher potential grade customers.
  • Banks own dedicated training services linked in to required upskilling in team interaction and needs based selling, also interviewing techniques and how to reduce some unnecessary, time wasting maintenance activities.
  • Specialised job role profiling and feedback carried out to enable jobholders cope with additional tasks and responsibilities in their new updated roles.

Results

  • Smaller but more effective and efficient Branch operating teams
  • Greater retention of top contributing customers
  • More effective auditing of quality new business
  • Additional quality business aquired from existing key customers