Alliance Took KitNeil O’Grady

2

The opportunity

Over the last 42 months there is more than enough evidence…

•Use it as a guideline

•Compilation of Best Practice across multiple dealer groups

•Use it as a road map

•A work in progress

•Not prescriptive

•We are all good at lots of things but not necessarily everything

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The alliance process

•We have also refreshed and re-printed the Alliance Partner Brochure which is now available to order via the online store.

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Alliance Process

TARGETING

PRESENTINGPROPOSING CLOSIN

G

EXTRACTION & ONGOING MANAGEMENT

Prospects -- Accountants - Brokers- HR Managers - Solicitors- Aged Care facilities

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Targeting

TARGETING

• Identify your ideal referrer and sector

• Compile a list of suspects in your local area

• Make contact with suspects

• Sure initial meeting

• Pipeline tracker

• Accountant/Solicitor Introduction Letters

• Employer Human Resources Manager Introduction Letter

• HR Manager Approach Letter

• Introduction Letter to Professionals

• Introduction Letter to Professionals version 2

• Mutual Client Letter version 1

• Mutual Client Letter version 2

• Reintroduction Letter to Professionals

• Reintroduction Letter to Professionals version 2

• Solicitor Introduction Letter

• Local Franchise Profile

• 1st Appointment Confirmation Letter

• Handling Objections

• Initial Contact and Alliance Appointment Request Scripts

• Strategic Alliance Brochure

• Alliance Kit – Alliance Brochure, Corporate Brochure, Location Franchise Profile, Value Proposition

TOOLS

ACTIVITIES

6

Presenting

• Prepare for initial meeting – set agenda and provide Alliance kit

• Prepare your value proposition and be able to articulate how you see the Alliance working

• Decide on follow up meeting and set second meeting if necessary

• Call checklist

• Proceed or do not proceed

• 1st Appointment agenda

• 1st Appointment Information Gathering Guide

• Do Not Proceed letter – Termination

• 2nd Appointment Confirmation letter

• Handling objections

• Marketing flyers and brochures

• PowerPoint Presentation - Accountants

• PowerPoint Presentation - Solicitors

• PowerPoint Presentation – HR Managers

• PowerPoint Presentation Aged Care

• Accountant & Solicitor Referral Prompts

• Solicitor Referral Prompts

• HR Manager Referral Prompts

• Calendar of Events sample

• Advice Process Flow Chart

PRESENTING

TOOLS

ACTIVITIES

7

Proposing

• Tail proposal

• Prepare draft referral agreement (using case studies and marketing material where appropriate)

• Present proposal

• 2nd Meeting Script & Agenda

• Proposal – Aged Care

• Proposal – Redundancy Support Services

• Proposal – Accountant

• Proposal – Accountant – alternative

• Proposal – Solicitor

• Proposal – Salary Packaging

• Proposal – Employer Super

• Referral Agreement – cross referral no fees

• Referral Agreement – cross referral with fees

• Referral Agreement – one way with fees

• Referral Agreement – one way no fees

• Service Level Agreement

PROPOSING

TOOLS

ACTIVITIES

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Closing

• Sign agreement

• Develop implementation plan

• Launch

• Referral agreements

• Information agreement letter

• Implementation plan document

CLOSING

TOOLS

ACTIVITIES

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Extraction and Ongoing Management

EXTRACTION & ONGOING MANAGEMENT

• Finalise calendar of events

• Conduct targeted campaign

• Provide feedback and regular reviews

• Conduct joint seminars e.g. KYIT

• Send e-Insight to all contacts quarterly

• Social events / entertainment

• Accountants & Broker Referral Prompts

• Solicitor Referral Prompts

• HR Manager Referral Prompts

• SMSF Accountants Covering letter

• SMSF Accountants Flyer

• Alliance Partner Authority letter

• Alliance Partner Portfolio Changes letter

• Alliance Referral Thank You letter

• Client Letter from Accountant / Solicitor / Broker

• Client Letter from Accountant / Solicitor / Broker version 2

• Client Letter from Accountant / Solicitor / Broker version 3

• Alliance introductory letter

• Referral Process Check letter

• Calendar of Events sample

• e-Insight newsletter

• Sales & Marketing campaigns

• Alliance Referral Thank You letter

TOOLS

ACTIVITIES

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Summary

•These tools are now available on Adviser Services.

•They can be found in Practice Development/Alliances/Alliance kit

•See Rose at the Marketing Stand for more info

Questions?