7 minute read
We had no idea what to do.
We left our planning meeting with the new client and drove back to our offices in near silence.
Normally we leave these meetings with a plan – or at least an idea – in mind.
But this one had us stumped.
The client’s business was providing back office systems and support for independent financial advisors. They made the stock trades happen and provided tools and reports that tracked client portfolio performance, commissions, etc.
The founder and CEO, Robert, had started the firm over 20 years ago. At the time, he was an independent financial advisor himself, and had become frustrated with the robotic nature of typical back office services. Simply executing trade orders and reporting monthly balances was just not enough.
He wanted tools and resources that also would help him build better relationships with…
7 minute read
Time was ticking away for the medical studies department at a top private research university.
Clinical researchers relied on the department’s web collaboration portal to house and share data from their studies of new medicines and medical treatments. And the application was just about to hit its 10-year anniversary – a dubious achievement in software.
The university’s IT department decreed that unless the aged system was modernized within six months to meet compliance, security, and a host of other IT standards, it would be disconnected from the university’s network.
The original developers, when contacted, announced they would no longer support the system. Their company had changed direction and was not interested in helping.
Our phone rang.
“Can your team bring our system into compliance before we get shut down?”
WARNING #1 – Do not trust any consultant who answers “Yes” to a…
2 minute read
Mind Over Machines had a flash of insight: How to identify NRAI’s best prospects.
NRAI sales executives knew the demographics of its best target market: families of companies operating in many states. But these targets are not easy to find. Companies within a “family” of businesses with related ownership can operate under very different names and in very different industries. How to identify them?
We mashed multiple public and private databases and created an innovative prospecting system.
We mashed, cleansed and matched data from public and private databases nationwide, discovered productive relationships between seemingly unrelated data points, and uncovered a motherlode of top prospects. Then we ranked prospects by size and clustered by geography, allowing NRAI’s sales team to focus its efforts on the sweetest targets.
NRAI saw a dramatic increase in sales and profitability.
As a group, these deals…