This has been driven by regular requests from clients as to “what do our peers do about this….”. We believe that – faced with a landscape of increased regulatory pressures, narrowing margins, and a need to reduce the cost of sales – our market space would benefit greatly from shared information on how your peer institutions handle key issues. Surveys:
- Deal with a key focus area for the industry
- Minimise the amount of effort required – online forms taking no more than 15 minutes.
- Preserve anonymity with individual answers while also being transparent in terms of participants and peer groups
- Provide results in a focused format clearly showing the overall marketplace and your positioning in it.
Once participants have completed the survey we have a short meeting/call with each participant to take them through their own personalised results versus normalised overall responses.
Survey topics include:
|Measures & uses of sales data
|How do you measure and record client and sales value?
How do you then report and use this data?
|Sales MI usage in the Transfer Pricing process
|How is client/sales management information used within your organisation to support transfer pricing calculations and reports?
|Regulatory use of Sales MI
|Have you seen an increase in regulatory interest in sales management information, and if so how has this changed the way in which you collate and report sales value?
|Coverage attribution methodologies
|How do attribute transactions to the sales, coverage and structuring staff involved in transactions?
|Sales budgeting within overall business planning framework
|How do you develop and agree sales targets, and how is this co-ordinated with other business planning processes?