DEVELOPMENT PLAN

WHAT AM I SELLING?

• Employee Assistance Programmes
• Legal Services
• Corporate Wellbeing
• Other

WHO IS THE COMPETITION?

• Peninsula
• BUPA
• Workplace Options
• AXA ICAS
• Epoq

WHAT DO THEY OFFER?

THE SAME THING

WHAT ARE THE DIFFERENTIATORS?

• Reputation
• Price
• Quality of service
• Added Value
• Measurable outcomes

MITIGATE RISK

SOLUTIONS FOR CORPORATE WELLBEING

• EAP
• Legal Services
• Healthy Living
• Stress Management
• Physiotherapy

WHO?

• Existing Capita Clients
• Prime Targets
• Affinity Groups
• Affinity Channel Partners
• Other

AFFINITY GROUPS

• Trade Associations
• Membership Groups
• Charities
• Unions

Affinity Channel

• Insurance
• Banks & Building Societies
• Supermarkets
• Broker Networks

Key Messages

• Increase revenue
• Attract/retain members
• Enhance loyalty
• Competitive advantage

Fine tune the proposition

Target each segment

Develop sales pipeline

APPROACH

• Targeted marketing campaigns
• Identify key contacts
• Telephone/email
• Industry events/trade shows
• Secure appointments to present

TARGET SPLIT ON £500,000

NO. OF CLIENTS

NO.OF PRESENTATIONS

PROSPECTING AFFINITY GROUPS EXAMPLE

ACTIVITY BREAKDOWN

QUESTIONS