Client Coverage Consulting

With decades of experience designing coverage models for some of the world’s largest banks, 74&WEST is ready to help you build a world-class, truly client-centric, approach to managing your key accounts. Together, we will:

DEFINE SCOPE OF CLIENT COVERAGE:

  • Identify your most important clients and key account coverage responsibility

  • Map all the touch points for each key account

  • Define overall revenue associated with each client across the organization

HELP IMPLEMENT FIRM-WIDE SUPPORT INFRASTRUCTURE:

  • Define framework for capturing key quantitative and qualitative metrics to measure success on a per-client level

  • Help define the data and system requirements to support the program and minimize manual intervention

DEFINE REPORTING REQUIREMENTS AND GOVERNANCE:

  • Set the process and parameters for regular account reviews, coverage officer requirements and follow-up

  • Establish reporting of all important client data to track progress over time

  • Create a senior Client Committee to ensure proper governance and reporting

  • Set up performance incentives for key-account coverage officers

IMPLEMENT PERIODIC CLIENT PERFORMANCE REVIEWS:

  • For each client, establish a small team to create consistent reviews of the key coverage groups and create a report card to measure performance

EXPAND INTERNAL COMMUNICATIONS:

  • Conduct internal marketing campaigns so all internal employees are aware of and feel part of the client coverage strategy

  • Celebrate wins; communicate best practices

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