Of the FT top 100 companies in Europe, 31 are financial institutions.
Over the past decade Mercuri has provided organic growth solutions to 25 of these.
The majority of our clients seek help in one or more aspects of what we have identified as the twelve essential components for the successful implementation of an organic growth strategy:
1 Clear understanding throughout the organisation of customer issues and
requirements
2 A sense of purpose at both individual and corporate levels
3 Goals that have been well thought through and well communicated for both the
short and the long term
4 A widely agreed set of values that across diverse individuals, businesses and
countries give a discernable consistency.
5 People understand the policies e.g. client segmentation, product mix
6 There is a sales and service culture
7 Leadership focus not just on the result but on the activities and competence that
underpin the result
8 Competence is always being developed – generic skills and those to be
applied in specific market situations
9 Resources: service and sales people have the tools to do the job
10 There are robust sales and service processes not just risk and financial
processes
11 Execution is done well. Talking about these things is easy. Making them
happen and doing them consistently well is hard.
12 Measurement: The best are passionate about measuring the right things and
taking action on the back of the insights they gain.
These are the kind of organic growth issues that Mercuri International will be continuing to address with clients across the sector during 2006, whether in articles, white-papers, conference speeches or in client projects. Some of these will be with organisations who have worked with Mercuri for 10 or more years, some will be with those using Mercuri for the first time in 2006. The projects will vary from the one-off training of a small team to a global sales excellence programme. In all of them the focus will be on achieving and sustaining significant organic growth in a demanding business world.