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The challenge.

As our partner, a Global Investment Management Firm continues to gain market share, there is an interest in cross-selling retirement with equity solutions clients—introducing retirement solutions to a large market audience.

What we heard.

Before we move into the market, we need to determine what it takes to win a large market account. How do we get them to switch providers? Once they are won—why do they stay? How often do they switch providers? All very real questions. All questions that needed answers.

What we did.

Through three focus groups with plan sponsors of large plans and a nationwide survey, we had conversations that highlighted the value propositions and differentiators that are required to move the needle in the large market.

What we delivered.

A report highlighting the needs and perspectives of the large market retirement client. The report offered recommendations on where large market cross-over makes the most sense.

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