CLIENT		Banc of America Securities LLC San Francisco, CA
PROJECT FOCUS		Improving performance of high-end private wealth management team
OVERVIEW		Banc of America Securities is a division of Bank of America.  Private Client Advisors are wealth managers for ultra-affluent clients of the bank.  This team is experienced, well-educated and uniquely prepared to work with these demanding clients.  The Next Level was brought in to help this team in the middle of a very tough economic environment and a market that has posted three straight years of declines, making it difficult for this team to grow through gathering new assets.  The goal of this project was to help this team build a strategy to grow their assets and provide the coaching and follow-up to make sure execution happened.
OBJECTIVES		The main objective of the project was to create a business development process that the Private Client Advisors could use to attract more assets from their current client base.  The 20 Private Client Advisors conducted an extensive business analysis to understand their book of clients and to assess opportunities that they were not taking advantage of.  This analysis gave these Private Client Advisors the ability to get in front of their existing clients and led to a strategy and methodology to meet with these clients to reposition their relationships and gather more assets.  The project included four months of follow-up/execution meetings with the Private Client Advisors to assist them with the meetings they scheduled with their clients, to insure accountability and measure results.
RESULTS		Results include: Eleven teams participated in the project and conducted a combined total of 170 repositioning meetings with existing clients. These 170 meetings uncovered $6,540, 800,000 of new assets. These 170 meetings gathered $345, 098,867 in new assets. The Private Client Advisors now have a system that they can use to further develop their client relationships. Best practices were shared throughout the entire sales team.

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