This research identifies the life stages of older Canadians including their top financial and retirement concerns. The study also looks at the best methods of reaching each segment. It also discusses the unmet advisory needs of Older Canadians and challenges current planning models. The study integrated findings from the literature with customized database analysis, qualitative interviews, and a survey based on preliminary findings.
Sophisticated analytical methods were used to identify the attitudes and behaviours that distinguish top investment advisors from their colleagues. The study was based on an amalgamation of several internal databases relating to thousands of advisors. Initial analysis was guided by suggestions from an executive brainstorming session and then advanced further as initial findings pointed to new directions. The study also identified the best methods for supporting top advisors, as well as information needed to identify “rising stars”.
Thousands of pages have been written on what matters to trade clients but most is just a re-hash of well-known principles from industrial psychology. There is little proof of what aspects of service make the most difference to client loyalty and spending. In addition to interviewing benchmark competitors, our work reviewed existing research (including our own) to identify what changes client behaviour for better or worse. In cooperation with our client, we then developed a framework for comprehensive service standards for the very few things that really matter to clients. The standards are tested with clients for appropriateness and impact. A strategy for implementation is the final element of the project.
We worked with the senior management team of a major North American bank to create a strategy for integrating trade, cash management and FX into a coherent working capital management program. Acting as both advisor and facilitator, our work included identification of best practices, advising on client buying behaviour, competitive positioning, product integration, identification of appropriate strategies and oversight on strategy proposals. The scope of the work included domestic, Americas and international markets for both commercial and large corporate clients.
The base of the study is an analysis of information on workforce size and characteristics in the Toronto CMA. This is combined with information on talent supply to identify emerging gaps in talent by sector. The study sets out a model of the financial services workforce, as well as strategies for developing more refined assessments of talent gaps.
Over the past ten years, we have monitored advertising and public relations expenditures for a major organization, while tracking their impact on consumer awareness and web visits. This study looked at the impact that expenditures have made over that time, both on a yearly basis and cumulatively. It includes an assessment of the strategies that have worked best.
We developed a set of questions to better understand the client experience of institutional clients, taking into account the mandates involved and larger issues in the market. Through a combination of personal and telephone interviews executed by experienced professionals, we set a baseline for gauging performance in years to come.
Sophisticated analytical methods were used to identify the attitudes and behaviours that distinguish top investment advisors from their colleagues. The study was based on an amalgamation of several internal databases relating to thousands of advisors. Initial analysis was guided by suggestions from an executive brainstorming session and then advanced further as initial findings pointed to new directions. The study also identified the best methods for supporting top advisors, as well as information needed to identify “rising stars”.
People have a variety of different ways of finding information about money matters. The kinds of information people seek, their choice of methods, and their receptivity to information all have an impact on the best ways to communicate with them, especially at different ages. The findings from this work have strategic implications for media and public relations strategy.
Using methods akin to a therapeutic interview, a select group of top mutual fund clients were interviewed about their advisor relationships. The aim was learning what our client could do to help good advisors improve their sales and service. The in-depth personal discussions identified what key investors wanted from their advisors but didn’t get, as well as identifying the ‘secrets’ they were reluctant to share with their advisors.
A behavioral analysis of the performance of account managers and operational groups led to a clear strategy for recapturing leasing customers using other vendors, as well as improving retention of existing clients. Recommendations were easy to implement and led to substantial increases in revenue within 6 months.
The main objective of this survey is to identify behavioural and economic factors that affect risk-taking when investing. Built into this are three key research questions: How does the economic environment affect risk-taking; How do attitudes and beliefs affect risk-taking, and How do past actions (or inaction) affect risk-taking and investment choices.
This in-depth analysis looks at users of student loan programs compared to their cohort, as well as the factors that affect the progress of repayment of their loans. This is a longitudinal study relying on a mix of databases, which reflect the background and experience of millions of borrowers over the years, as well as the impact of changes in borrowing policy.
This study interviewed most of the major buyers of fixed income securities in the Canadian Commercial Market. The study looked at product popularity and growth trends, as well as client loyalty and relationships. Service quality was also assessed.
The international market for large corporate property & casualty insurance is both complex and competitive, but within Canada, cross-border business is highly concentrated. A leading global P&C insurer engaged us for the third time to assess and track their changing position in the market by speaking with a select group of consultants that dominate the business. The study pointed to continued improvement in our client’s position in the market, both in terms of market share and service quality.
Identifying profitable growth opportunities in the Canadian commercial healthcare market was the focus of this strategy study for a major Canadian bank. The work involved extensive use of secondary databases, as well as interviews with key informants. A future-oriented look that included changes in licensure and scope of practice formed part of the work.
Using a variety of primary and secondary information sources, we created a comprehensive model of the Financial Services Sector (FSS) in the Greater Toronto Area. This paper presents the model and explains the nature of each sector and some of the sub-sectors. This model will be used to assess gaps in the supply and demand for talent in the FSS.
View ReportUsed secondary research and contact with key informants to identify key issues in Asian trade and how they related to the product offerings of a global bank. This information was used to inform bankers, as well as providing the starting structure for a dialogue with the bank’s most valuable corporate clients in Asia.
The Exempt Market for securities is an investment market where businesses can be funded without a prospectus if they meet regulatory criteria. With the rise of crowdfunding and the need for capital in the SME market, this study looks at the strategies that can be used to spur investment in SME while still ensuring investors are adequately protected.
View ReportWorking with a major global bank to identify cross-border and international opportunities with their North American clients by identifying new sources of information and providing guidance on their use, as well as through specialized data analysis. Also provided scripts for sales to use when prospecting for these services that help them identify the best opportunities.
The Exempt Market for securities is an investment market where businesses can be funded without a prospectus if they meet regulatory criteria. With the rise of crowdfunding and the need for capital in the SME market, this study looks at the strategies that can be used to spur investment in SME while still ensuring investors are adequately protected.
View ReportDiscussions with half of all mid-sized Defined Benefit plans in Canada looked at current investment inside and outside of Canada, including investment in alternative asset classes. Looking to the future, the study assessed the likely changes in US and international investment over the next two years. Countries and regions with specific investment appeal were identified
Understanding how the public will react to a complex issue in advance of confronting the issue is a regular challenge. As governments scrutinize financial institution mergers, they wonder what is best for their country. The two key questions seem to be “What types of mergers most benefit domestic consumers?” and “What types of mergers help build the country’s ability to compete internationally?” Politicians are often guided by a mix of national opinion leaders and informed local public opinion, so we set out to understand what these groups think about FI mergers.
This is an assessment of the key long-term issues that affect the relationships between investment advisor, client, firm and regulator including suitability of advice, client communications, advisor qualifications and oversight. Using a combination of secondary research and interviews with business opinion leaders, we identify both the salient issues and the people/information most capable of helping to deal with the issues.
View ReportSeveral studies fit under this title. In all cases, we have built models to predict trends in bank positioning and market share. Our models are typically complex multivariate models that begin with bank marketing and service and build to future position by examining how corporate buyers react to bank initiatives.