CBA
Second round with indian and Sarah Churchill
Introduce myself again
What was the takeaway from last time
Markets Direct (Associate)
Relationship management
Responsibilities
Do you like me?
Everyday starts with
What can I do today to help a colleague or client grow their business?
Who is the best/right person for me to connect with today to help me grow my business?
Give goal
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Weekly sales activity metric for giving and helping clients, colleagues, or referral partners.
Generosity is a key trait found in salespeople with high interpersonal skills because they genuinely care about their clients and partners.
I.e. introducing your client to a potential prospect.
I.e. sending an article of interest that will help your clients or partners in their business.
I.e. inviting them to an event to meet other prospects or partners.
I.e. host a joint webinar and send an invitation to both of your customer databases.
Set a meeting to go over your client list to see what introductions are of value.
Setting a give goal of five, where you strive to make a deposit into your clients and referral partners’ relationship account five times each week.
Relationship creation
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Find the warmest string and pull on it really hard
Keep adding on commonalities
Keep layering on common things and people that you know
Take a punt at the person
Say how nice the mutual connection is
Instilling trust
1500 clients
80-20 Rule
Proactivity piece
- What’s happening right now
- What’s happening in the future. What are the risks upcoming
- What’s the solution to the above
Education piece
Insights
Understand the drivers of this business
Understand the high level
First thing: who am I calling and why
Who is the best/right person for me to connect with today to help grow the banks portfolio/revenue?
What can I do today to help a colleague or client grow their business?
Markets and it's impact to the business
After seeing payment patterns suggest, "Hi just by having a quick look at your current payment flow, there could be another banking solution that can help your business, would you like me to show you how?"
Offer
Hardworking
Consistency
Certainty
Works the same everytime and never skips a beat
Provides the same results everytime like a well oiled machine
Proactive
Education
Develop strong relationships internally
Educate and assist internal and external stakeholders
Work with banks, GMS and account managers to facilitate seamless activation for customers with a FX need
Triage internal FX leads conducting FX needs assessments to confirm pricing and service channel
Drive retention, adoption and active usage of fx and payments services
Required
Strong experience in financial services
Proven success in growing the value of a portfolio and/or achieving sales and service targets
Business acumen
Written and verbal communication skills
Proven commitment to comply with regulations, policies and process
Tell story about previous clients
Tell story about previous
Business Presentation
Email presentation
Write ups
Conversations with clients
Would you like some cover?
Relationship management plans
80-20
Who am I calling and why
What am I passionate about
Markets talk
Values
Care
Courage
Committment
We care about our customers and each other. We serve with humility and transparency
We have the courage to step in, speak up and lead by example
We are unwavering in our commitment - we do what's right and we work together to get things done
Key Account Management
Mike Tyson says that every person has a plan until they get punched in the face. So that’s why I plan to get punched in the face by Mike Tyson.
80-20 rule: 80% of business will come from 20% of customers
Identify key accounts
Understand business drivers, needs and pain points.
Strategize plan and execute
80-20 rule
Don't throw the baby out with the bath water. Find alchemy accounts.
How do they make money?
Strengths, weaknesses, opportunities and competitors
What drives this business?
What are the possible landmines for this business?
Provide insights into foreign exchange markets and their business landscape
Educate on products that are benefit to the business and further develop business
Protect bank bottom line by creating client stickiness
Maintain client relationship and client retention by building relationships and providing value to clients.
Increase new business by asking for referrals and helping clients utilise other banking products.
Trademarks
Hard worker
Relationship builder
Proactive with personal development
Train hard, fight easy
Birds of a feather, flock together
What can I do better
Put all your efforts and hard work into training so that when you’re in the testing situation like; final exam, championship game or warfield. It becomes a process of execution and thus becomes the easiest thing that you will do.
I had a friend go in for an interview only to discover Peter Cosgrove sat down next to him before it
Friend went to interview for the army and Peter Cosgrove sat next to him even though he didn’t know.
Chris asked him for some pointers.
Peter Tells him Train hard, fight easy.
So for example I like to do a lot of background work and behind the scenes work amongst other things so that when I’m in front of someone or about to teach someone something I’m much more relaxed knowing that I’ve already done all the hard yards and it becomes second nature for me to execute and improvise the unknown.
A client of mine introduced me to the company accountant, Fardad
It turned out we went to the same school and he was a few years above me. The funny thing is I remembered that because I remembered seeing his face on the uniform pamphlet
It turned out he never kept the brochure. So I went through my school things and found the brochure and mailed it over to him.
And he loved it
An image of him 15 years earlier in these navy shorts up to his waist with his sport polo tucked in
Compared to the man in tailored suit he was then.
I can code programs and scripts that greatly increase my efficiency
I'm always working on upskilling my business acumen and markets acumen.
There's over 100 lenses in the world and a skill to harness with all of the information is being to filter what matters and what doesn't as well as being able to be accepting and agnostic to all of the lenses.
Agile and flexible with clients
There are 360 degrees in a circle, all it takes is a new angle to convince somebody. Which in less metaphorical terms is kind of like what's a different frame I can take and by doing some reality testing we revisit the situation and think what have I missed with this scenario or do I need to take a step back before I punch which I mean by do I need to help him with something more indirect first before helping him with this issue.
There is 360 degrees in a circle
All it takes is a new angle and you have another shot at reframing and telling your story differently
Why CBA vs non-banks
Having all financial products work synergistically with each other
Reputation having something that works with Australia’s leading bank
Me
a. Simple - Simpler way for business banking.
b. Streamlined banking - An ecosystem of business products that work seamlessly with one another
c. Quicker procedures - Keep all your accounts in one place will means that all procedures for business banking needs can be completed quickly. I.e. execution of product, credit clearances, compliance clearances etc.
a. It works - The pain of not working with Australia’s leading bank is that things can go wrong and possibly not even work.
b. Safety - Safety of funds and products means that you don’t need to worry about a payment not going through or your funds disappearing overnight.
c. Established – Unlike a flash in a pan, we’ve been tried and tested as Australia’s leading bank. This means that you can rest assured with who your partner is.
a. Understands - Seeks to understand your situation and works with you side-by-side to iron out kinks and tighten screws.
b. Looks out for you - Works hard and diligently as to make things easier for you and also to detect landmines before you step on them in order
c. Ongoing addition of value - Provides insight into markets and your industry.
Day to day
three things that will help the client
What is currently happening with the market
What are the risks for the client
What is my solution for the client
Insight piece
Hi Steve, with your warehouse being affected by the floods, here is the new 2billion dollar rollout by the Australian government and how it affects you to help you alleviate some pressure.
Hi Tom, With your coming payment at the end of this month there are a few things on the calendar that I want to tell you about that could create some volatiltiy for the AUD.
Would you like me to place a limit for you or take some cover in front of the news?