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Our consulting services are client specific. We can assist you in the development of effective strategies and specific action plans to help convert your vision to reality. For additional information just click on the area of interest to you.
To discuss consulting arrangements, please call us at 1-800- 970-7735, submit your information via our Contact Us Form, or send us an email to support@graylingassociates.com. |
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Recruiting Producers: Our consulting services are based on the same process that has earned Grayling industry recognition as a “major recruiting force”. Let us help you build a step-by-step approach for winning over the best available talent to your organization. We will cover all the bases including presenting your agency, multi-step interviews, testing for “fit”, questioning for ability and motivation, and then closing the desired candidates. A must program for agency builders. CONTACT us today! Producer Retention: Eighty percent of new entrants fail to survive their fourth year; forty percent fail to survive their first year. New agent recruiting without a well-planned retention strategy is time consuming and costly. Our retention programs start with the agency owner and sales managers. We focus on the competencies related to recruiting, training, integrating, sales management and counseling. Then, through a consultative process we partner with you to identify and perfect the right marketing and sales approach for the producer.
Management Recruiting: The linchpin to successful recruiting of 1st and 2nd line sales managers and all
levels of home office management is the ability to determine “fit” between the candidate, the job, and the organization. Through a consultative process we work with you to define position responsibilities,
organization culture, management style, and personality and work traits of model candidates. We then help to identify how best to present your company, to whom, and by whom. Executive Coaching: Our coaching programs are designed to significantly improve executive effectiveness. They are directed at individuals being groomed for more senior positions and for those requiring either interpersonal skill development or assistance in adjusting to culture changes. Newly hired and recently appointed executives, who recognize the need to become established quickly, are excellent candidates. An absolute must program to support succession planning goals and to insure the successful integration of new executive talent.
Strategic Planning: Is it time to step back and evaluate or design your strategic marketing plan? Our planning process can be tailored to fit the size, complexity, and budget of any financial services segment – from agency and field offices to home office marketing and sales divisions. We are prepared to facilitate or guide planning sessions; or review, advise, and counsel on planning initiative proposals. In addition we can help you to convert your vision to reality through the development of actionable planning steps.
Distribution Strategy: Strengthen and expand existing channels? Eliminate or merge non-productive ones? Develop new channels? Leverage
products across channels? Go direct? Build a website? Create strategic alliances? Buy versus build? With over 75 years of experience in the design and execution of distribution strategies, we can help you
investigate, select, validate and execute the right strategy for your company.
Channel Management:
After aligning product(s) to distribution channels, and establishing forecasts for sales revenues, manpower, expenses, and profit, the only remaining challenges are avoiding channel conflict and managing to desired results. Did he say only? Put our years of experience in developing and managing multiple distribution channels to good use.
Strategic Alliances:
Before you build, before you buy, before you merge, you might benefit through the exploration of a strategic alliance. We can help you explore, evaluate, negotiate, and implement product, sales channel, and third party administrative alliances.
Product Selection: What product mix will result in satisfying your customers and target markets? Which products best align with the skills and licenses of your sales force? Which products compliment your current offerings, and what mix generates the desired revenues? Are you able to provide sales and customer support? If you do not manufacture desired products, who are the best supplier companies? We can help you develop and implement a winning product strategy.
Competitive Analysis: Who are our competitors? Are we operating with an edge or with a handicap? How do
they pay their managers and producers? What terms can be negotiated with product suppliers? What is their product mix? How are they leveraging technology? How to they manage channel conflict? Are our distribution
costs realistic? We understand the questions and have the experience and contacts to get you accurate and timely answers.
Field Compensation: There are still only one hundred cents in each dollar, so the challenge lies in properly
rewarding each member of your sales hierarchy. We can help you to design and introduce compensation programs that are easy to understand, that reward each individual for their role in the sales process, and perhaps
most important, that motivate desired performance.
Outplacement Programs:
Our outplacement programs are designed to help the former employee secure a new job as quickly as possible. Phone based or face to face, we have a full menu of services that can be tailored to meet your needs and the needs of the outplaced individuals. Keys to successful outplacement include assessing the skills and interests of each individual, support and training on items such as resume writing and interviewing techniques. We can also take an active role in setting up interviews and assisting in the marketing of the individual to prospective employers.
Agency Acquisition: Whether you wish to buy, or to sell, an agency or individual book of business, we can
help you to assess the value and to identify interested parties. We can also assist throughout the negotiation process.
Succession Planning:
Many of our industry leaders - established producers, agency owners, and senior home office executives are nearing retirement. Now is the time to identify, evaluate, and prepare the “next” generation. We can help you develop succession plans, including recommendations for the smooth and equitable transfer of an agent’s book or an agency’s value.
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