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Exploring the value you deliver to clients
How expert qualitative research can help meet 2013’s HNW
opportunities
KW Research2013
External e.g.
•Economy•Markets•Europe/euro•Regulation•Competition•Internet & IT development
Wealth management market facing many challenges & great change…
Internal e.g.
•Bedding in RDR•Business & remuneration models•Changing role of relationship managers
Clients e.g.
•Trust in financial services•Increasingly well-informed•Very varied•Internet & DIY?
Customer acquisition & retentionTransparency of fees
…so how are your business models meeting these challenges?
How are clients, their other advisers & your own people reacting
to changing service & charging models?
What have you asked them so far?
For example, what are client attitudes to & what are they prepared to pay for…
Full discretionary service?
Advisory service? Asset allocation advice?
DIY online?
Funds vs. direct investment? Your brand?
What better time than now to find
out?
How sure are you that they feel
happy and well-served?
How much do they value their
investment manager’s
contribution?
How happy are they to pay your
fees & management
charges?
Might your clients be looking around for other options?
As for your clients’ other advisers, what are intermediaries thinking?
Who we are & what we
can offer you
KW Research
KW Research
ExperiencedIndependent
ExpertHands on
Specialists in strategic qualitative research
With financial services specialism
Principals & co-founders of Corporate & Financial Unit at TRBI, then the UK’s largest qualitative agency
• Strategic qualitative research expert with strong emphasis on financial services, employee research & internal comms
• Founder director of TRBI (13 years), final 4 years leading C&FU
• KWR since 1994• Also top chef, classical music
buff & keen to get on the next train to the Highlands
• Strong background in strategic financial research & planning in advertising & comms agencies
• Ex-marketing director of retail stockbroking firm
• 12 years with TRBI leading C&FU
• JJRP since 2001• Also stone carver, equestrienne,
classic car enthusiast & keen to take next plane to France
Kate Willis Judy Jones
KW Research: The Big Picture We provide qualitative business research that unearths feelings, identifies motivations & behaviours to inform:
Brand & communications strategies & campaigns
Product development programmes
Client service models
Employee service delivery & satisfaction:
employee motivation, recruitment, engagement &
retention
Business & marketing strategy
Staff-client relationship & brand alignment
The Nitty Gritty:Clear identification of role of research
Client’s brief to us:•Business objectives•Use of results & by whom•Existing relevant research
Joint process
Clarification & agreement of research
objectives
Our response to client
• Sample • Internal • Stakeholders• Clients• Potential clients• Advisors
• Possible research methodologies• Individual?• Group?• Online?• Research by
walkabout (RBW)?• Finding respondents• Timings & budget
What you will get
Robust unbiased professionally recruited
samples…
Objective insights based on exhaustive analysis & consumer knowledge
Engaged respondents who enjoy the research
experienceResearch which reflects well on commissioning
client
Clear strategic recommendations in line with business objectives,
based on relevant experience
…Clients, potential clients, intermediaries, internal
audiences, opinion-formers & other influencers
What you will not get
Bar charts & graphs based on unrepresentative
samples
Poor client service
Unclear or misleading or subjective data
Radio silence while the research takes place
Junior inexperienced researchers unfamiliar with this marketplace (we don’t
have any!)
Data based on “friendly opinions” or panel
members who are regularly canvassed
We work in a close collaborative model
Actionable results which meet the brief
KW Research team
Client representative
Emphasis on understanding & delivering what client needs
Some of our clients
How to contact us
Kate Willis: Tel 01403 700829 Mobile 07850 725103 Email [email protected]
Judy Jones: Tel 020 7482 6338 Mobile 07880 783054 Email [email protected]