+44 (0) 1280 820 780 enquiries@bigrockhq.com
  • Twitter
  • LinkedIn
  • Twitter
  • LinkedIn
Bigrock People Performance Solutions
  • Business Transformation
    • Business Transformation
    • Vision and Strategy
    • Grow Your Business
    • Manage Change
    • Optimise Productivity
    • Good to Great to Exceptional
    • Your Bespoke Programme
      • Your Bespoke Programme
      • Discovery: Understanding Your Needs & Objectives
      • Design: Design the Very Best Solution
      • Delivery: Consultancy, Training & Coaching to Optimise Performance
      • Embedding: Consolidate & Elevate Learning
    • Bigrock Development Partnerships
  • Programmes
    • Programmes
    • Leadership Development
    • Executive Coaching
    • Management
    • Business Development & KAM
    • Consultative Sales & Telesales
    • Customer Service
    • Pitch & Presentation Skills
    • Negotiation
    • Value Proposition
  • Digital Learning
    • Digital Learning
    • Coachical
    • Bespoke Digital Learning
  • About Us
    • About Us
    • Contact Us
    • Our Values
    • Our People
    • Clients
    • Case Studies
    • Our History
    • Giving Back
  • Blog
Select Page

Keeping Money in the Pot

Retaining Funds Under Management through Productive Conversations & Strong Relationships

CHALLENGE

A large UK life and pension company sought to enhance the current and future profitability of its business by increasing the retention levels of funds under management (FUM). They looked to improve Account Mangers’ relationship management skills to enable them to build client relationships based on trust and of mutual value with IFA’s and key accounts.

Delighted with the success of the Sales Excellence programme that Bigrock had previously delivered to their distribution team and looking to instil a consistent value proposition and culture throughout the business, the large UK life and pension company again turned to Bigrock to design a development programme. The core objective was to provide Account Managers with the knowledge, skills and processes to conduct proactive and productive conversations with their accounts around the key industry focus of persistency.

SOLUTION

With the entire Intermediary channel in scope, Bigrock designed and delivered training focused on instilling client loyalty, maintaining positive relationships and deploying proactive account management techniques. Delegates were asked to consider the root causes that led to disinvestment and steps that could be taken to combat this. Bigrock coached the communication and influencing skills required to proactively approach potentially difficult client conversations with confidence.

RESULTS

Following training, the large UK life and pension company saw a strong uplift in business retention driving up both current and long term profits. As a result of the new proactive approach they calculated a:
£4.4 million
Increase in Embedded Profit
Having invested less than £75K in the project, the large UK life and pension company saw a 63 fold return on their investment, or as it’s typically calculated, an ROI of 6300%.
Click below to download a printable pdf copy of this case study:
MORE CASE STUDIES
Consultative Sales Excellence to Help Build Collaborative Relationships

Consultative Sales Excellence to Help Build Collaborative Relationships

21st June 2019

Optimising Consultative Sales across Intermediated Distribution

Optimising Consultative Sales across Intermediated Distribution

14th June 2018

A Bigrock Development Partnership

A Bigrock Development Partnership

1st March 2018

Delivering Service Excellence

Delivering Service Excellence

28th January 2016

Premium Customer Service & Sales in the Contact Centre

Premium Customer Service & Sales in the Contact Centre

28th January 2016

Consultative Sales via a Strong Value Proposition

Consultative Sales via a Strong Value Proposition

30th October 2015

Managing Change while Boosting Employee Engagement, Customer Satisfaction & Business Outcomes

Managing Change while Boosting Employee Engagement, Customer Satisfaction & Business Outcomes

3rd December 2015

Selling to Corporate Decision Makers

Selling to Corporate Decision Makers

1st June 2017

Performance Management & Capability Frameworks

Performance Management & Capability Frameworks

3rd December 2015

Best Practice Sales for Strategic Partnerships

Best Practice Sales for Strategic Partnerships

30th November 2015

Successful launch of RDR ready sales force

Successful launch of RDR ready sales force

3rd December 2015

Optimising the Induction Experience of Senior Wealth Managers

Optimising the Induction Experience of Senior Wealth Managers

3rd December 2015

Retaining Funds Under Management through Productive Conversations & Strong Relationships

Retaining Funds Under Management through Productive Conversations & Strong Relationships

3rd December 2015

Fast Effective Intervention Ensuring a Consistent Compliant Sales Process

Fast Effective Intervention Ensuring a Consistent Compliant Sales Process

3rd December 2015

Defining Best Practice, Mapping Capability, Developing People

Defining Best Practice, Mapping Capability, Developing People

3rd December 2015

Re-engineering the Sales Process in Telephony Sales

Re-engineering the Sales Process in Telephony Sales

30th November 2015

Implementing a Division Wide Sales Process

Implementing a Division Wide Sales Process

30th November 2015

CONTACT US
bigrock

Aurora (3rd Floor),
Counterslip,
Bristol,
BS1 6BX

T: +44 (0) 1280 820 780
E: enquiries@bigrockhq.com

Navigate to

  • Business Transformation
  • Programmes
  • Digital Learning
  • About Us
  • Contact Us
  • Terms & Conditions
  • Copyright Notice
  • Privacy Policy
  • Twitter
  • LinkedIn

Copyright © Bigrock People Performance Solutions. All rights reserved.

By continuing to browse the site you are agreeing to our use of cookies.