1. Marketing Planning Meeting Periodic Marketing Review
Marketing Management – Periodic Lead Generation Review
Marketing Planning Meeting
Periodic Marketing Review
Periodic Lead Generation Review
Periodic Social Media Review
Description: This workflow describes all the steps required to conduct a review of the firm’s lead generation strategy. It is in this review that the firm typically generates reports to track progress and assess whether changes need to be made to firm’s communications and marketing activities targeted at generating leads. Best practice is to conduct a Lead Generation Review on a quarterly or monthly basis depending on the level of lead generation activity within the firm.
Process Checklist
PREPARE
ROLE
TASK
DETAILS/TIPS
Client Service Associate
Confirm Lead Reports Needed by Advisor
Due: 2 Weeks Before Meeting
Work with the Advisor to identify the types of reports needed for the review
Analysis varies firm-to-firm but typically, the following reports are needed:
CRM contact status and activity report
Suspect and prospect communications plan
Schedule Lead Generation Review
When scheduling be sure to take into consideration the amount of time that is required to generate reports needed for this review
Book the room, resources, and attendees for the review
In prep for the review, request attendees log feedback on ways to improve the firm’s current lead generation activities
Create Lead Reports & Cover Letter
Due: 1 Week Before Meeting
Typically firms develop automated report templates that can be used to streamline the reporting process every Lead Generation Review
Utilize the firm's systems to generate the reports identified by the Advisor
Ensure all data being used in the reports is up-to-date and accurate
Review the reports for any errors or issues either due technology or oversight
Draft a cover letter for reports explaining what’s enclosed and key findings
Provide the materials to the Advisor for review before presenting everything to the other team members
This allows the Advisors time to prepare for the review and identify what are the key areas or issues that should be discussed in more depth
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© 2015 SEI. This information is proprietary.  No further distribution is intended.

2. Marketing Planning Meeting Periodic Marketing Review
Marketing Management – Periodic Lead Generation Review
Marketing Planning Meeting
Periodic Marketing Review
Periodic Lead Generation Review
Periodic Social Media Review
Process Checklist
CONDUCT
ROLE
TASK
DETAILS/TIPS
Advisor
Conduct Lead Generation Review
Present the reports to the team and review progress to goals
Identify firm deficiencies and opportunities based on the report findings
Be sure to celebrate any positive trending data to increase firm morale toward collectively reaching lead generation goals
Collect feedback from all team members and answer any questions
Determine if overall communications strategy for leads should change based on this review
If changes do need to be made, be specific about:
What those changes are
How they’ll be implemented
Who is responsible for seeing those through
Process Checklist
FOLLOW-UP
ROLE
TASK
DETAILS/TIPS
Advisor
Oversee Tasks to Monitor Lead Generation Strategy
Due: 1 Week After Meeting
Incorporate any changes to the firm’s communications plans
Redistribute any updated plans to team for reference and file for record-keeping
Assign any follow-up tasks to team members
Launch the "Periodic Lead Generation Review" workflow again
Typically this is launched on a monthly basis to continue to track lead generation activities and goals
sei.com/advisors
© 2015 SEI. This information is proprietary.  No further distribution is intended.