CRM CASE STUDY

Wealth Management Firms

Meet the Provincial Development Group, founded in 2004 by Blain Wease. For almost two decades, they’ve been helping wealth management firms across the United States and Canada to scale their business, and achieve sustainable growth.

“Daylite makes it much easier for us to follow up on our commitments, helps us stay organized, helps us delegate so we know who’s doing what and when, and ultimately helps us scale.”  Blain Wease, Provincial Development Group

 

The Challenge

By 2007, Provincial Development Group had grown their client list as well as their team. It was getting tricky to keep track of communication with clients and make sure they were following through on every action item.

“Things started dropping through the cracks. Follow ups would get missed or we’d make a commitment to get a report sent to a client by Friday, and we’d lose sight of it. As we grew, and our team expanded, the problem got even bigger.”
Blain Wease, Provincial Development Group

As a company that had always worked virtually, this proposed another challenge for Blain and his team. They didn’t have the luxury of walking over to each other’s desk to ask what work had been done for a client. Information was scattered across various apps and folders which made it difficult to share information and stay updated on client communication.

“We had information in Excel, some in Trello, some in emails, as well as handwritten notes in file folders. We needed continuity and something to integrate everything. We needed a global view of communication with clients. If we had three team members working with a client, we all need to be able to see what was said to the client, what commitments were made, and what we were waiting on from them.” Blain Wease, Provincial Development Group

A must-have for Blain and his team was also the ability to keep track of relationships between clients and people in their network.

“We needed a system to keep track of relationships. If our contact at Charles Schwab made the intro to our new client, Bob, we needed visibility on that so we know which relationships are fruitful and generating business.”
Blain Wease, Provincial Development Group

The Solution

After hearing about Daylite through a client who was also Mac based, Blain was impressed by how this client had implemented GTD and was using Daylite to support this initiative.

“We considered Salesforce, but it was overboard for what we needed and it wasn’t Mac based. Daylite gave us everything we needed, and more, but it was the usability that made it most appealing to us.”  Blain Wease, Provincial Development Group

After implementing Daylite, Provincial Development Group was able to keep track of communication with clients, stay on top of action items, and scale their business without worrying about details slipping through the cracks.

Transparency of client information

By using Daylite, Blain and his team are able to have full transparency over communication with clients. Everyone is able to easily link emails to client records, and log phone calls as well as action items, so nothing gets missed.

“Daylite gives us historical transparency over clients. It helps us keep track of what we’ve done with that client, and our past communication, if there’s anything we need to do today, and the next touch point that’s coming up along with details to remember to cover when we connect.”
Blain Wease, Provincial Development Group

Getting new business

Most of Provincial Development Group’s clients come through referrals and strategic relationships with people in their industry. To make sure they have a steady flow of new leads coming in, they have a rhythm of touch points they want to make for each audience. Using Daylite, they can tag their contacts as “Advisor”, “Referral Partner”, or “Speaking Presentation Opportunity”, then filter them into lists and build a rhythm for regular touch points to nurture those relationships.

“We have four distinct audiences we’re trying to reach, and Daylite allows us to be more strategic with our marketing campaigns by parsing our contact list so we can send very targeted campaigns. It also helps us be more disciplined, to make sure we’re focusing our efforts on building relationships that are fruitful.”  Blain Wease, Provincial Development Group

Scaling the business

As Provincial Development Group grows, Daylite allows them to streamline their processes as they scale. Whether they’re adding on one new team member, or twenty, Blain knows that by having all their client communication and next steps in Daylite, they don’t have to worry about things slipping through the cracks as they scale.

“As we grow, Daylite is a platform that can grow with us. It helps us follow through on our commitments, and make sure we’re not missing any details.” Blain Wease, Provincial Development Group

Another reason Provincial Development Group has stuck with Daylite for so long is because of the customer service.

“Our support experience has been fantastic! I can tell you’ve invested in a good culture because staff seem to actually care about helping people. And I like the simple fact that the Daylite team does what they say they’ll do.” Blain Wease, Provincial Development Group

We did a webinar with Blain where he shared his advice for growing a professional services firm. If you missed the webinar, you  can watch the recording of How To Grow Your Professional Services Firm.

To stay updated on what Provincial Development Group is doing, follow them on LinkedIn, Twitter and Facebook.

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