Sample Projects:

The following examples represent projects that has completed for clients. Please call Deborah Hornberger at 415-346-2106 for further information.

Strategies

Developed the strategy for a major west coast bank to gain market share in the retirement services market.

Created a strategy to cross-sell complex products to small business customers through non-traditional channels.

Created the concept paper for a new Private Banking division, then implemented a realistic way to eliminate the appearance of product silos.

Produced a corporate strategy to leverage the relationships their family of banks have with affluent individuals and business clients.

Developed and helped implement a strategy to acquire new, and move existing, emerging wealth baby boomers into the Personal Trust & Investment Management Division of the bank using various delivery channels.

Websites

Managed the marketing for a start-up Internet-only bank, which included a new branding package, selection and direction of a PR firm and strategy, product development, a new Web site and a niche marketing program.

Designed content and navigation for an intranet site to improve internal and external utilization of email.

Product Development / Project Management

Chaired opportunity analysis and new product development/rollout task forces for mini-trust products which involved competitive analysis, market research, product definition and pricing, vendor selection, technology requirements, operations, procedures, legal, compliance, advertising, promotion, direct mail, incentive compensation and training.

Developed a small business 401(k) plan so that business bankers would have a full line of banking services for small business customers. This involved vendor selection, systems/operations/procedures for the new product, pricing, development of delivery channels and sales training, collateral materials and employee referral programs.

Chaired the project teams to develop "bank-at-work" programs for two banks. This required working with all of the consumer product groups to develop special offerings - a general offer and an executive (or high balance) offer. Implementation involved profitability analyses and projections, systems, branch regional management, training, compensation, marketing and advertising. Both were launched successfully.

Client Communications / Retention Programs

Chaired the task force to create and publish a quarterly information and performance newsletter for a mutual fund company.

Developed product brochures and branch promotional materials.

Using input from a client satisfaction survey, Hornberger & Associates came up with inexpensive, simple-to-implement activities that trust administrators could do to improve client satisfaction.

Managed all Wealth Management client and employee communications during a major merger, resulting in a 99% retention rate.

Product, Sales and Referral Training

Developed and delivered customer service seminars and cross-sell sales/product training for relationship management.

Developed and delivered product and sales training for numerous new products and programs, including mini-trusts and mass affluent investment products, small company 401(k) plans and bank-at-work programs.

Developed employee referral programs in conjunction with new products or for existing products and services. Program development included product training, client assessment, employee compensation/rewards, internal communications and program promotion. One branch training and incentive program increased referrals ninefold and new assets by $70 million the first year.

Developed and implemented sales compensation and employee referral programs for Wells Fargo, Union Bank, Cal Fed and Zions Bank.

When the Private Banking Group of a major bank reorganized the business development staff into personal sales and institutional sales, most of the sales people chose the institutional side. Usually new business development officers are hired one at a time, but PBG was hiring about fifteen new BDOs within a short period of time and needed to get them up to speed as quickly as possible. Hornberger & Associates developed a one week training program and presented it two times. PBG sales management said that these BDOs were productive faster than ever before.