investing in your clients and firm: yield high returns through engagement, enablement, and...

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Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Investing In Your Clients and Firm Yield High Returns through Engagement, Enablement, and Analytics Oracle Confidential – Internal/Restricted/Highly Restricted

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Today the client journey doesn’t end with they sign the papers – that’s only the beginning. Earning clients is hard work, but retaining them can be even harder. Keeping them is obviously critical to success. But if you don’t engage them intelligently and appropriately at each step, they’ll become disenchanted and seek guidance with competitors. And while engagement with clients, and client satisfaction, are monumentally important, engagement with your internal teams is also essential. Given the turnover trends and attrition rates, engagement with your agents, advisors, and brokers extending from recruitment to onboarding and through their years at the firm is necessary. This engagement and enablement must be a continued focus. Companies must become easier to do business with, internally and externally. They must be accessible across all communication channels. But triaging personnel and fiscal resources to address this growing multichannel marketing demand can be a challenge. Opinions on resource allocation can lead to misalignment across the business. Firms must make smarter business decisions based on collective analytics. Learn how to: - Define and develop a niche brand - Collect and analyze data and metrics to make smarter business decisions - Enable resources internally to effectively engage clients

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Page 1: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted

Investing In Your Clients and Firm

Yield High Returns through Engagement, Enablement, and Analytics

Page 2: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 2

Marilyn Cox

@MarilynECox

[email protected]

• If I couldn’t be a Modern Marketer, I would be a professional wrestler with the WWE

Page 3: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 3

Tweetable Takeaway #1

Your industry is changing. Evolve or implode.

If you don’t decide, the market will decide for you.

Page 4: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 4

Tweetable Takeaway #2A customer is a consumer or advocate of your content and services like a client, an advisor, a broker, an agent or even a thought leader

Page 5: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 5

Tweetable Takeaway #3

Don't just identify a problem, provide a solution that is engaging, entertaining, and is communicated by your customer.

Page 6: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 6

Tweetable Takeaway #4

Leverage social media to extend the reach of your traditional communications.

Move beyond content delivery and engage in conversation.

Page 7: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 7

Tweetable Takeaway #5Don't just push content for consumption, ask for community input. Be relatable and relational. Show the human side of your organization.

Page 8: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 8

Tweetable Takeaway #6Provide sales with more than just a list of names. Deliver insight around the Digital Body Language, motivations, and behaviors of contacts.

Page 9: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 9

Tweetable Takeaway #7

Analyze event engagement to reduce unnecessary events, increase attendance to premiere events, and reduce spend.

Page 10: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics

Copyright © 2014 Oracle and/or its affiliates. All rights reserved. | Oracle Confidential – Internal/Restricted/Highly Restricted 10

Tweetable Takeaway #8

Develop strong content,unify digital channels,and focus on data forensics to grow revenue,recruit & retain talent and make smarter decisions

Page 11: Investing in Your Clients and Firm:  Yield High Returns through Engagement, Enablement, and Analytics