Client Case Studies

Goal List

Goal

Enhance branch location planning framework to expand client convenience while reducing operating expenses.

Client Need

A $30B financial institution needed to optimize and expand their branch network while complying with federal and state laws – community reinvestment, consumer protection and fair lending.

The Beach Group Action

  • Facilitated a team of sales and operational leadership within the organization to design and implement a data-driven framework, procedures, and process for executive decision-making.  
  • Deliverables included:
    • Market segmentation to project demand against the client’s business model.
    • Financial model used to calculate amount of capital investment, staffing, and sales goals appropriate to a specific geography – block groups and census tracts using ESRI ARC GIS.
    • Annual assessment of all branches within the network to identify opportunities for new locations, relocations, and closure.
    • Visually graphic presentations of analytics to engage executives in monthly decisioning meeting, using various online dashboards.

Results

  • $2MM annual operating expense reduction of existing locations re-allocated to identification of new higher potential locations

Goal

Increase annual loan growth.

Client Need

A $30B organization historically achieved success similar to others in their industry, stimulating organic growth through expansion of brick and mortar locations.  In spite of consistent growth in recent years, they discovered that their traditional sales and marketing practices would not provide the trajectory required to meet shareholder expectations.

The Beach Group Action

  • Facilitated two different leadership teams (Commercial Banking and Retail Banking) in development of a shared vision, goals and how to achieve them using an A3 Improvement planning process.
  • Deliverables included two storyboards (one for each line of business) describing:
    • Market demand and business segments driving that demand
    • Sales credo and value enhancement requirements to close existing gaps
    • Data acquisition plan for leads and prospects for each line of business
    • Customer retention initiatives to be pursued
    • Introduction of online credit application and required promotional activities

Results

  • More than 250% increase in outstanding loans in first year.

Goal

Refresh an outdated brand identity of a 150-year-old institution during a time of dramatic industry change.

Client Need

A key regional business with an award-winning reputation could not break through the noise of their national competitors. The perception among non-customers was that, as a community business, they offered lower-quality and limited services strictly for high-net-worth individuals and companies.

The Beach Group Action

  • Facilitated a leadership team that included executives with a diverse set of talent, client responsibility, and tenure (human resources, sales leadership, marketing, operations, finance, 3rd party agency) in development of a new brand identity that reflected today’s reality.
  • The team took a perspective that a reshaping of their image and communications was critical to ensuring a future state in which they could expand their services to new demographics and attract a broader audience so as to better provide transparency, honesty, and hope to all members of the communities it served.
  • Deliverables included:
    • Focus Groups with line of business executive leadership, front-line staff, customers and prospects.  
    • Quantitative online survey with customers and prospects.  
    • Statistical analysis using SPSS software reduced brand attributes to key drivers of market share and willingness to recommend.

Results

  • New brand identity and strategy
  • New brand tracking and voice of customer online surveys
  • Realignment of marketing spend to most effective channels

Goal

Introduce a simplified pricing approach that enhances a sustainable revenue stream.

Client Need

A city-owned non-profit was undergoing a dramatic expansion that would introduce multiple new visitor experiences.  This provided the perfect impetus for evaluating the price of visitation, education, and membership.

The Beach Group Action

  • Facilitated Education staff and Board members in the development of a pricing framework and model to establish education as a primary source of earned income.  
  • Deliverables included an A3 Improvement Document with three explicit outcomes:
  • A simple formula for consistent pricing – establishing a reputation with visitors and the larger community for fair value exchange.
  • A framework against which program development could be assessed – decreasing the probability of cancellations due to lack of participation.

Results

Immediate and sustainable revenue enhancement.

Goal

Engage and educate the local community on appropriate animal care practices through digital media.

Client Need

A local municipality set goals for “no kill”, spay and neuter and animal sales permitting.  Achieving their goals required the entire community to participate in critical animal care issues faced by the City.  As a prerequisite, pet owners needed to increase their level of responsibility for proper care and treatment of their animals.

The Beach Group Action

  • A survey of the community’s animal care needs, values, and practices provided a starting point for key major themes, personas and geographies
  • Research best practices enhancements made in other cities
  • Digital advertising targeting key personas with key messages

Results

  • Highly targeted campaigns and messaging that is helping them achieve their goals