INVESTOR BUYING CHARACTERISTICS & FINANCIAL PLANNING

Active /

Potential

Dormant /

Potential

Managed /

Informed

Neutral /

Repetitive

Corporate

Personal

Financial Planning

& Markets

INVESTOR BUYING

BEHAVIOR

• Tax Aspect • Insurance • Retirement • Estate Aspect

• Reorganization • Tax & Dividend

Aspects • Insurance • Investment

Avenues

• Tax Aspect • Customer Augmentation

Institutional

8/18/2015 1

Financial Consulting

& Broking

Portfolio Mix

& Funds Pooling

Prospecting Presenting Deal making Follow up

• Anchoring • Optimism • Conformism • Conservatism

• Over confidence • Biased • Optimism

Financial Analysis

Ratios & Trends

Users • Managers & Employees • Investors & Creditors • Customers • Tax & Regulatory

Authorities