MercuriInternational

equips financialbusinesses, theirleaders and their

people to…

win clients

grow clients

keep clients

Deepand

Diverse

Creativeand

Credible

Capabilityand

Capacity

Flexibleand

Focussed

Performanceand

Payback

Why financial businesses chooseMercuri International

deepdiv rse

~50 years~50 languages~500 financial clients~50% of the world’s top 50

deep

diverseOur strong experience with market leaders in othersectors informs and cross fertilises our work withfinancial institutions and professional service firms

pressures

tensions

Depth means we recognise your

and

issues and trendsmeans we understand

depthsector

fasterto deliver results for you

Depth means we can act

credible

creative

credible

means you aremanaging your risk

We believe that Mercuri is an excellent choicefor a strategic, long-term partner to help anorganization evolve its selling strategy. Wealso believe that Mercuri is an obvious andlogical choice for multinational firms,wherever they may be, that must make minor(or major) selling adaptations to meet localmarket requirements.ES Research – Evaluation Findings (March 2011)

The Top 20 list recognizes the top sales training companies in our industry. Theseleading companies all provide outstanding service, and a proven track record fordelivering superior sales training and improving the impact of the sales organization.

Selection to this year's Top 20 Sales Training Companies was based on the followingcriteria:

•Innovation in the sales training market•Completeness of service offering• Industry recognition and impact on sales training industry•Strength of clients served•Geographic reach and participants trained•Company size and growth potential

Due to the diversity of services included insales training programs, no attempt ismade to rank the “Top 20.”

creativemeans you can leadthe market anddifferentiateyourself

“You are doing things whichother people aren’t eventalking to us about.”

Professional Selling

A highly focussed financial selling programme:our innovation lets you work to your rhythmsClick here to see a demo

capabilitycapacityand

Analysis

Analysis/studies

Interviews

Field visits

Monitoring of currentsituation

Mystery shopping

Competence evaluations

Evaluate situation

Consulting

Project planning

Execution

Training content

Implementation plan

Key figures

Design solution

Training

Classroom training

E-learning

Business simulations

Seminars

Workshops

New competence

Implementation

Coaching

Field visits

On the job training

Expert for hire

Mystery shopping

Follow-up meetings

Change behavior

Consolidation

Follow up monitoring

Project report

Balance sheet meeting

Joint evaluations

Recommendations fornext step

Long term results

21 3 4 5

Capability:

Our 5 step model enables us to provideyou with an integrated approach thatdelivers sustainable results

CapabilityTeams with expertise and experience forlocal and global projects

Capacity: >300 professionals in ~50countries

Mercuri International have designed and aredelivering a blended Sales LeadershipProgramme for an international bank…London, Paris, Istanbul, Dubai, Dacca, Mumbai,Mexico City, Sao Paolo, Vancouver, Calgary,Toronto, New York, Los Angeles, Hong Kong,Shanghai, Sydney, Jakarta, Singapore, KualaLumpur, Ho Chi Min City….

Bank managers say this about the programme:

Overall, I think it was a very positive experience for the team leaders, withtakeaways for everyone.

The Mercuri facilitator did a great job illustrating that sales leaders cannot managethe result, they can only manage the activities that underpin the result…

Very professionally done, thoughtful questions posed, and very good answers givenfrom the facilitator who was very confident in her knowledge and her abilities.

The class were not allowed excuses. The onus was put on them to explain and telltheir staff why things are going to change from a sales management point of view,and that they needed to motivate them to take action.

Overall a very positive experience

focussed

FLEXIBILITY means we adapt and respond toyou rather than force fit our solutions on yoursituation

“We have chosen Mercuri International for their very pragmatic andefficient training programmes, their ability to deliver the contentsin the countries where we are present, their ability to adapt thecontents to the local culture when needed and the excellent supportand coordination made by their International Project Leader.

When delivering the same content in 39 countries, good projectmanagement, transparent communication, flexibility andcommitment are qualities that we highly appreciate from MercuriInternational. The training plan that we are currently implementingis a perfect example of how Mercuri demonstrated those high skillsthat we demand from a training partner.”

FLEXIBILITY means we adapt and respond toyou rather than force fit our solutions on yoursituation

“We have chosen Mercuri International for their very pragmatic andefficient training programmes, their ability to deliver the contentsin the countries where we are present, their ability to adapt thecontents to the local culture when needed and the excellent supportand coordination made by their International Project Leader.

When delivering the same content in 39 countries, good projectmanagement, transparent communication, flexibility andcommitment are qualities that we highly appreciate from MercuriInternational. The training plan that we are currently implementingis a perfect example of how Mercuri demonstrated those high skillsthat we demand from a training partner.”

Global Sales Excellence Director

Focus means thatyour issues andgoals are at thefront of our mind.We work to yourpriorities not ours

FOCUS means we make sure your business goals areat the centre of the whole process

“Developing our RMs and team leaders is a key part of our growthstrategy. We looked at three providers for this flagship programme.One responded, leaving the name of another bank in their “boiler-plate” proposal. They got no further! The second seemed to have asolution that focussed more on their convenience and preferencesthan our needs and priorities. Mercuri said they would onlyrespond once they had met with the stakeholders and some likelyparticipants. They brought two senior people to meet us and thendesigned a programme that brought together their expertise andwhat they had heard from us. They focussed on us not themselves.That’s why we have appointed them.”

FOCUS means we make sure your business goals areat the centre of the whole process

“Developing our RMs and team leaders is a key part of our growthstrategy. We looked at three providers for this flagship programme.One responded, leaving the name of another bank in their “boiler-plate” proposal. They got no further! The second seemed to have asolution that focussed more on their convenience and preferencesthan our needs and priorities. Mercuri said they would onlyrespond once they had met with the stakeholders and some likelyparticipants. They brought two senior people to meet us and thendesigned a programme that brought together their expertise andwhat they had heard from us. They focussed on us not themselves.That’s why we have appointed them.”

Head of Corporate Banking, Middle East Bank speaking at the kick-off of first Relationship Managers’ course

performancepaybackand

Mea

sure

men

t of 3

5 M

ercu

ri p

rogr

amm

esfo

r 328

corp

orat

e &

com

mer

cial

ban

kers

99% said they would recommend the programme to colleagues

98% said they were very satisfied or very satisfied

98% said the trainers were always professional

96% said the trainers showed deep understanding

95% said the content was very relevant or relevant

Opinion

Change in attitudeConfidence in using techniques up by 25%

18% who said they were not confident negotiating for the bank dropped to 3%

20% who said they did not like negotiating for the bank dropped to 5%

There were >50 examples ofpayback after 3 months

Risk• Reduction of bank exposure by £1Million

Growth• Increase of income from client of £31k year 1, £18k following year

Profit• Margin improvement of 200 bps on renegotiated deal

Defend• Negotiated refinance retained customer and increased income by £132k

MercuriInternational

equips financialbusinesses, theirleaders and their

people to…

win clients

grow clients

keep clients

Strategic sales leadership

Line sales management

Frontline relationshipmanagement and sales

Support

We work with different levels in your business

We workacross

thesector

Institutional &Corporate

Banking Commercial &BusinessBanking

Wealth

Management

Retail

Banking

Life

InsuranceNon-Life

Insurance

ProfessionalServices

Asset

Finance

Investment

Management

CorporateFinance &

Private Equity

DistributionIndependents

Agents

PartnersAlliances Direct

We work with your different channels

MercuriInternational

equips financialbusinesses, theirleaders and their

people to…

win clients

grow clients

keep clients

To learn more contact your local Mercuri International consultant orRichard Higham Global Practice Leader

richard-higham@mercuri.co.uk+44 7712 588757