Marketing Planning Meeting Periodic Marketing Review Marketing Management – Periodic Lead Generation Review Marketing Planning Meeting Periodic Marketing Review Periodic Lead Generation Review Periodic Social Media Review Description: This workflow describes all the steps required to conduct a review of the firm’s lead generation strategy. It is in this review that the firm typically generates reports to track progress and assess whether changes need to be made to firm’s communications and marketing activities targeted at generating leads. Best practice is to conduct a Lead Generation Review on a quarterly or monthly basis depending on the level of lead generation activity within the firm. Process Checklist PREPARE ROLE TASK DETAILS/TIPS Client Service Associate Confirm Lead Reports Needed by Advisor Due: 2 Weeks Before Meeting Work with the Advisor to identify the types of reports needed for the review Analysis varies firm-to-firm but typically, the following reports are needed: CRM contact status and activity report Suspect and prospect communications plan Schedule Lead Generation Review When scheduling be sure to take into consideration the amount of time that is required to generate reports needed for this review Book the room, resources, and attendees for the review In prep for the review, request attendees log feedback on ways to improve the firm’s current lead generation activities Create Lead Reports & Cover Letter Due: 1 Week Before Meeting Typically firms develop automated report templates that can be used to streamline the reporting process every Lead Generation Review Utilize the firm's systems to generate the reports identified by the Advisor Ensure all data being used in the reports is up-to-date and accurate Review the reports for any errors or issues either due technology or oversight Draft a cover letter for reports explaining what’s enclosed and key findings Provide the materials to the Advisor for review before presenting everything to the other team members This allows the Advisors time to prepare for the review and identify what are the key areas or issues that should be discussed in more depth sei.com/advisors © 2015 SEI. This information is proprietary.  No further distribution is intended.

Marketing Planning Meeting Periodic Marketing Review Marketing Management – Periodic Lead Generation Review Marketing Planning Meeting Periodic Marketing Review Periodic Lead Generation Review Periodic Social Media Review Process Checklist CONDUCT ROLE TASK DETAILS/TIPS Advisor Conduct Lead Generation Review Present the reports to the team and review progress to goals Identify firm deficiencies and opportunities based on the report findings Be sure to celebrate any positive trending data to increase firm morale toward collectively reaching lead generation goals Collect feedback from all team members and answer any questions Determine if overall communications strategy for leads should change based on this review If changes do need to be made, be specific about: What those changes are How they’ll be implemented Who is responsible for seeing those through Process Checklist FOLLOW-UP ROLE TASK DETAILS/TIPS Advisor Oversee Tasks to Monitor Lead Generation Strategy Due: 1 Week After Meeting Incorporate any changes to the firm’s communications plans Redistribute any updated plans to team for reference and file for record-keeping Assign any follow-up tasks to team members Launch the "Periodic Lead Generation Review" workflow again Typically this is launched on a monthly basis to continue to track lead generation activities and goals sei.com/advisors © 2015 SEI. This information is proprietary.  No further distribution is intended.