The District Manager of a large Italian banking group asks for our intervention to increase the collection and stimulate the financial advisors and his direct managers.

A partial inertia in work emerges from the group analysis, so as to negatively affect the development of customers in the portfolio and the identification of new prospects.

The analysis led to the identification of the following general critical areas, present on individual consultants with varying intensity.

Only 31% of clients are particularly satisfied with the consultant’s management of their capital.

27% of customers are under “competition risk”.

25% of customers feel neglected or not listened to.

12% of clients express dissatisfaction with the financial advisor.

The use of word of mouth is suboptimally structured.

The “cold” approach to winning new customers is used by few consultants.

In the first 6 months of 2014, the best Team made a collection equal to that of the total of 2013.

In the first 3 months of 2014, the best consultant made a collection equal to that of the total for 2013.