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EXECUTIVE STRATEGIC REVIEW SESSIONS:
Each
quarter, DMA is available to hold a Quarterly Executive Strategic Review for IDM
clients. These reviews consist of a two-hour teleconference, and
include:
-
High
level review of key marketing and sales metrics
-
High
level review of key profitability metrics
-
High
level review of key trends
-
Recommendations
and suggestions for action items
-
Q
and A
These reviews
typically consist of the following:
-
Marketing
and Sales Performance over the Last Quarter - Key marketing/sales
metrics are reviewed and discussed (e.g., relationships served,
penetration, cross-sell, single/multiple services ratios, churn
ration, retention ratio, net growth ratio, profit segments, profit
segment movement, profit risk, product profitability, break-evens),
particularly as they relate to the previous quarter's Executive
Strategic Review
and the recommendations/suggestions made at that time.
-
Financial
Performance over the Last Quarter - Key financial metrics are
reviewed and discussed (balance sheet, income statement, total
profitability, cost of funds, yield, net interest margin, pricing),
and the relationship between marketing and sales performance and
changes in the financial performance are noted.
-
Performance-to-Goals
- When available, key metrics are reviewed and discussed relative
to goals that have been established and noted for performance-to-goals
and over time.
-
Specific
Reports - Specific reports are reviewed and divided into two
categories: 1) reports that require examination each quarter, and 2)
reports that are specific to current quarter results and issues.
-
Key
Conclusions - Overall conclusions are given, relative to
performance and opportunities in marketing, sales and financial
performance.
-
Potential
Action Strategies - Action items are noted and can consist of
providing highly strategic direction, as well as providing specific
program recommendations, such as:
-
Cross-sell
programs
-
Retention
programs
-
Products
requiring re-pricing
-
Products
requiring more aggressive marketing and sales
-
Potential
campaigns and marketing/sales programs
-
Product
packaging opportunities
-
Market
opportunities
-
Profit
and other segment opportunities
-
Potential
calling programs
-
Potential
sales and other incentive programs
-
Areas
for potential cost reduction
-
Other
items specific to that quarter's data
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