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How to Grow Market Share During Volatile Times

Current Volatility Among Financial Services Firms
From all the senior managers I talk with weekly in various banks, insurance and finance companies, the U.S. is experiencing more volatility than any other time during our collective 30 – 40 year careers. Here are some quick facts that reinforce this feeling: more

Market-driven Transitions

E&S has helped numerous clients become market-driven to achieve growth and market share objectives. We first define where the client is today, what its future “driving force” should be, and then develop strategies to achieve its strategic objectives. A significant challenge many clients face is how to translate strategic concepts into action in order to truly become market-driven and customer-centric. E&S addresses this challenge by working with management teams to apply various market-driven concepts “on task” using a practical, hands-on approach.

What Is A Market-driven Company?

A driving force is the central motivation that guides business strategy at the highest level. There are three driving forces most germane to the majority of companies – product or technology-driven, distribution-driven and market-driven/customer-centric. A market-driven or market-focused company bases their decisions on the needs of their targeted markets and customers. To be market-driven, a company must:

Define, select and focus on specific target markets.
Thoroughly understand current and emerging needs of customers in its chosen market segments.
Build a compelling value proposition and solution offering to meet these needs and desired outcomes.
Allow market/customer needs to guide decision-making and resource allocation.
Foster a culture and collaborative organizational approach that makes customers the center of focus while satisfying business and shareholder requirements.
Strive toward a leadership market share position within targeted market.

E&S Approach & Market-driven Concepts

Using the E&S market-driven process, we work with management teams to identify the products, services, solutions, sales and distribution methods to satisfy the most critical needs of the markets and customers. This process is based on a number of concepts that market-driven companies possess:

	Market Segmentation
	Needs Identification
	Integrated Solutions
	Product/Service Offering
	Value Proposition
	Competitive Advantage
	Customer Service & Transactions
	Customer Satisfaction & Loyalty

	Preferred Supplier
	Leadership Market Share
	Customer Share
	Lifetime Customer Value
	Brand & Awareness
	Distribution Channel
	Management/ Employee Attitude
	Infrastructure

Understanding, then applying, these concepts using hands-on processes and tools provides managers and employees with the in-depth knowledge, understanding and practical application required to become market-driven. However, a market-driven transition is neither easy nor fast. It requires a commitment and a willingness to invest management time, dollars, resources, and patience. To overcome these challenges, E&S leverages years of experience, knowledge and methodologies to accelerate the transition.