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Global Investment Bank
Client strategies for the top 100 institutional investor clients of the firm

Global Investment Bank
Client Global Investment Bank
Sector Investment Banking
Solution Design of Coverage Model, Training of Institutional Sales Force in Key Account Sales Methodology


Brief
The sales and trading business was suffering from high staff turnover and disruption in its client relationships. The challenge was to manage a targeted group of key investors differently, stabilize the franchise, and position it for a turnaround when markets improved.

Solution
  • Designed and implemented a relationship review process for the top 100 clients globally.

  • Trained fixed income and equity sales people to develop and implement client strategies for the top 100 institutional investor clients of the firm.

  • Coached senior sales people to become more effective leaders for coverage teams.

Results

  • The firm moved from a rank of 7-8 to a rank of 2-3 within a period of 3 years.

  • Returns improved from below 10% ROE to above 25%.

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