CLIENT		Piper Jaffray - PFA Minneapolis, MN
PROJECT FOCUS		Improving the sales performance of experienced Financial Advisors and their wealth management teams by managing more of their clients' existing assets
OVERVIEW		PiperJaffray is one of the largest and most respected financial service providers with a field sales force of over 1,000 Financial Advisors.  The goal of this project is to help experienced Financial Advisors and their wealth management teams build a strategy to grow their assets and provide the coaching and follow-up to make sure execution happens.
OBJECTIVES		The main objective of the project is to create a business development process that the Financial Advisors and their wealth management teams can use to attract more assets from their current client base.  Typically, they manage 33% of a client's assets.  The goal of the project is to provide the tools and support for them to become the Primary Financial Advisor and manage more of their clients' assets.  The Financial Advisors conducted an extensive business analysis to understand their book of clients and assess potential opportunities.  This analysis provided the insights for them to develop a strategy and methodology to meet their existing clients and reposition their relationships and gather more assets.  The project included four months of follow-up coaching meetings with the Financial Advisors and their wealth management teams to assist with their client meetings and insure accountability and measure results.
RESULTS		The project was completed in December of 2005 with the following results: 93 Financial Advisors participated in the project and conducted a combined total of 1443 sales appointments with existing clients. These 1443 meetings uncovered $1,001,806,980 of new assets with existing clients or $694,252 of investable assets per meeting. These 1443 meetings gathered $174,136,108 in new assets or $120,676 of assets per meeting. The Financial Advisors and their teams now have a system they can use to further develop their client relationships. Best practices were shared in the seven regions that participated.

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