# Pulse

The heart of the GLP community

# Pulse

The heart of the GLP community

# A measure of confidence

## We announce the results of the first GLP Confidence Index

In issue one of Pulse, we conducted the first GLP Confidence Index, a quarterly gauge of client and market confidence, and your outlook on your accounts. The results of the first index are shown below.

## Confidence in Client

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## Confidence in CST

## Confidence in KPMG

## Confidence in Self

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#### There is strong confidence in the market potential of our clients

However, many of you are less confident in our clients’ desire or ability to increase their spend with advisors. We need to find ways to raise our self-confidence, be clear about our market differentiators and the value we bring to our clients, especially given a tough competitive environment and increasing pricing pressures.

#### Confidence in KPMG is still worryingly low

Fewer than half of you feel confident in the relevance of our offering. We absolutely need to investigate this and ascertain whether or not this disconnection is translating into our client conversations.

#### Only half of you are confident in meeting your global account business plan this year

This indicates a strong need to work differently and we hope that our improved business planning processes will help tackle this. The new business planning tools will be ready for FY15 planning this spring and will help us plan and match resources better and create further transparency and involvement on target setting and account management.

#### Two-thirds of you feel confident and empowered to run your account on a global basis

This is an encouraging sign. The two-pen approach to your performance management and reward and recognition has hopefully boosted your views on this.

#### Confident conversations

68 per cent of you are confident in your ability to engage in thought-provoking conversations with the C-suite at your client.

#### Delivery and collaboration

Confidence around our ability to deliver consistently, match resources with opportunities and collaborate consistently across the globe is lower than anticipated. Our renewed focus on business planning – with discussions between sectors and functions – and the insights gained from the recent transparency survey will hopefully arm us with further information to drive better results.
We will be conducting our next survey in Q3.

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Issue 2 / March 2014