12 Firms. 2 Hours. What We Learned.

Oct 14

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We asked 12 firms for two hours. All 12 said yes.

One firm was believed to have little interest in tax-exempt markets. Their largest growth area turned out to be philanthropy. We only learned that by listening.

The bigger takeaway?
Swipe through to see what 12 structured conversations revealed.

Know Your Channel™ | lucenco.com

Slide 1 of 8. Know Your Channel™ pilot findings. We asked 12 firms for two hours. All 12 said yes. What a structured, neutral conversation revealed about the partnership between providers and the firms they serve.

Slide 2 of 8. The approach: one structured conversation, six business dimensions. Not a sales call, a survey or a wish list. A two-hour discovery dialogue using the L.E.N.S. Discovery Framework™: Listen, Engage, Navigate, Strategize. Strategy comes last, on purpose.

Slide 3 of 8. What we heard, the most common priorities: 1. Data integrity and visibility (insight into money in motion and rollover activity). 2. Vertical expansion into tax-exempt, governmental and non-profit markets. 3. Ease of doing business, reducing administrative burden.

Slide 4 of 8. Where they differed, similar goals, different paths: aggregator and national platforms unifying acquisitions and scaling PEPs; legacy broker-dealers balancing advisor autonomy with risk management; associate-driven firms prioritizing mentorship and next-generation talent.

Slide 5 of 8. Understanding changes the pipeline. One assumption, one conversation: a firm was believed to have little interest in tax-exempt markets. Their largest growth area was philanthropy, which is not-for-profit, which is tax-exempt. Result: many more pipeline opportunities from simply understanding the business.

Slide 6 of 8. Measurable outcomes: 40% lift in qualified pipeline, driven by better alignment and a deeper understanding of each firm. Broader access from a single contact to executive groups. Value beyond the product. 12 of 12 engagements produced a co-developed strategy with objectives not previously identified.

Slide 7 of 8. Inside the plans, co-developed plans: providers often underestimate the value they already hold. Knowledge and content; introductions and access; programs already running. Most of what emerged took time and expertise, not budget.

Slide 8 of 8. How it works: the plan is a result, not the goal. KYC never sets out to offer a co-developed plan. The aim is to listen, engage and navigate the conversation; when there is more alignment than expected, a plan emerges organically. Every firm told us a plan like this had never been offered to them. Understand first. See what aligns. Know Your Channel™ · lucenco.com

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12 Firms. 2 Hours. What We Learned.

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