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Whether the advisor/manager seeks to outsource the sales
and marketing function completely or (like most) wishes to
employ the services of Pinnacle as a integral augment in attaining
targeted trading capital objectives, the value add
of placing this essential component of the growth process
with an experienced and professional marketing agent is the
first critical decision to be made.
ASSESS CURRENT MARKETING EFFORTS
Once Pinnacle joins in partnership to assist the advisor/manager
in attaining his targeted asset gathering goals, a full
assessment (audit) is made of the firms' current sales
effort. We focus on the existing strategies, marketing
materials, past efforts and targeted/current distribution
channels, etc. We coordinate this process with the firm's
in-house resources and once fully analyzed, we work closely
with the relevant personnel in formulating the agreed upon
changes needed to supplement and enhance to overall sales
and marketing effort.
DEVELOP THE "STORY"
The formulation of the sales and marketing plan requires the
full submission of qualitative and quantitative details regarding
the advisor's trading program and operations. This will provide
Pinnacle with the requisite facts needed to develop
a thorough understanding of the trading product, front and
back office operations and the firm's key personnel. From
this knowledge the sales story is crafted
FINALIZATION OF THE SALES AND MARKETING PLAN
With a clear and concise grasp of the firm's operations and
trading technology in hand and the "story" in preparation,
agreements are reached for the targeted levels of capital,
timelines in which to reach these funding levels, requisite
levels of service to be provided prior to and once funds are
secured, steps taken to retain clients and build upon the
relationships and marketing strategies required for new product
in the pipeline. Distribution channels are identified and
targeted. The sales process is defined.
PLAN EXECUTION
Branding and market awareness of the client's trading technology
and operations provides the impetus upon which Pinnacle can
then begin the direct contact phase of the sales effort. The
focus is on the targeted investor markets. The trading
product is smartly positioned so as to keep the
"story" front and center with the prospects most
interested in the product. Once firmly positioned, qualified
investors are "keyed" into scheduled conference
calls and meetings with the firm's key personnel. Coordination
and guidance of follow-up requirements mandated to "close"
the sale are implemented by Pinnacle. Direction and participation
by Pinnacle in RFI's and RFP's is critical to this process.
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