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Client strategies for the top 100 institutional investor clients of the firm
| 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
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Designed and implemented a relationship review process for the top 100 clients globally.
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Trained fixed income and equity sales people to develop and implement client strategies for the top 100 institutional investor clients of the firm.
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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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