Mungo Dunnett Associates: Management and Marketing Consultancy

Distribution strategy
Product development and margin strategy
Marketing
Retention
Sales management and revenue optimisation
Information technology
Operational efficiency
Data analysis, profitability and management reporting
Depth qualitative research
Leadership of change
Executive coaching
Interim management

We specialise in providing technical expertise across a range of sales, marketing, commercial, IT and operational activities – all of them key levers in running an efficient and profitable banking organisation.

We are used either to bring expert knowledge to those of our clients pursuing new directions and launching new activities; or to assess and improve the areas in which our clients are already active.

The following sections summarise the main areas where we operate. In each instance this is work we have successfully carried out at multiple FS organisations.

Distribution strategy

Build or critique of distribution strategy, channel mix and strategic priorities
Summarisation of industry trends affecting consumer behaviour, capital markets and regulation, and recommendations for resultant activity change
Development or improvement of intermediary strategy
Design or critique of current lender/intermediary relationships
Assessment or improvement of intermediary business development activities

Product development and margin strategy

Technical design of all major banking products
Critique or improvement of existing product portfolio
Feasibility study or project management regarding new product launches
Advice on funding and balance sheet management, and linkage with product strategy
Critique or improvement of pricing methodology
Advanced customer proposition and NPD techniques drawn from retail & fmcg

Marketing

Assessment of the effectiveness of marketing departments
Improvement of linkages between analysis, product development, marketing communications and sales management
Design or critique of customer contact strategies, particularly regarding retention and cross-selling
Training of marketing teams and coaching of marketing management

Retention

Critique or improvement of retention pricing and product management
Assessment of mortgage and liability maturity practices
Critique or improvement of customer contact and relationship strategy
Assessment of capability within call centre retention environments

Sales management and revenue optimisation

Specialist usage of listening and negotiating techniques in training call centre and branch staff
Assessment of the effectiveness of sales structures, front-line sales personnel, and sales management
Assessment of the effectiveness of sales staff in generating sales
Coaching of sales management, with specialism in coaching women
Training of service-based call centre operatives into sales-through-service activities

Information technology

Assessment of the effectiveness of current IT activities and strategies
Assessment of current IT platforms and tools, with specific recommendations either for further investment or more effective usage of existing technology
Evaluation of the effectiveness of IT’s linkages with sales and marketing in generating profitable revenue
Improving the commercial value delivered by IT
Critique of the link between IT, business strategy and business deliverables

Operational efficiency

Assessment of efficiency of back-office operations, with gap analysis against best practice resource levels and throughput
Elimination of slack capacity in product processing areas
Reduction of operational cost base
Alignment of processes with organisational priorities

Data analysis, profitability and management reporting

Assessment of existing analytical techniques, platforms and linkage with revenue generation
Installation of analytical databases to drive commercial activities
Propensity and profitability analysis across products, customers and channels
Installation of performance management databases to link head office activity with branch and intermediary field salesforces

Depth Qualitative Research

We specialise in in-depth telephone research conducted by our own FS experts
Probing for behavioural insights to a level not typically produced by research agencies
Senior-level interviews with key channel partners of FS organisations

Leadership of change

Facilitating the adoption of customer-centric organisational change
Identifying current cultural obstacles to change, and leading an appropriate change programme

Executive coaching

We are used for project-specific or ongoing advisory services to senior management, making use of our extensive industry knowledge
Regular or one-off mentoring of senior management in the range of specialisms necessary for FS managerial success

Interim management

Provision of senior management across the range of IT, Operational, Customer Insight, Sales and Marketing positions, to act as interim manager/director
Provision of experienced team members to supplement existing client activity, or to manage short-term client projects

Publications

We contribute to a number of conferences, seminars and journals. View the articles and presentations.