Client Profile
A leading global provider of asset management, investment processing, and investment operations solutionsfor institutional and personal wealth management.
The client assists private banks, investment advisors, investment managers, institutional investors and affluent individuals create and manage wealth.
The Services
A wealth platform enabling a firm to acquire, control, manage and report on the totality of all client assets on a common operating platform. The platform provides front, middle and back office IT and outsourcing solutions for organisations offering advisory and discretionary services.
The Brief
To introduce prospects to the client’s wealth platform proposition and to arrange quality, qualified appointments with senior executive decision makers. As the client’s proposition contained a large element of outsourcing, it was imperative that the relevant decision makers (and their respective roles and responsibilities were identified) in order to avoid contact with Chief Operating Officers, as they have a vested interest in the office function as a whole, rather than the growth aspirations of the firm.
The Target Market
The top 200 investment advisors in the UK, including, Ultra, VHNW (Very High Net Worth), PCIM (Private Client Investment Mangers), Private Banks and the largest IFA firms/networks servicing the mass affluent market. Decision makers targeted included, Chief Executive Officer, Managing Director, Chief Financial Officer and Finance Director.
The Campaign
An initial 3 month campaign, with a target of 8 high quality appointments, has since become a continuous long term arrangement. The client accepted the possibility that new business may not immediately be secured, but to ok the view that they would be building a sales pipeline.
The objectives of the calling effort were:
1. To gain introductory meetings with senior level executive decision makers, exploring potential business alignment between the client and the targeted prospect.
2. To gain a better understanding of the prospects future business strategy in light of the evolving regulatory environment and changing demands of clients.
3. To increase brand awareness for the client within their targeted prospect database.
The Result
11 appointments made with relevant decision makers (3 above target of 8). One of the appointments subsequently resulted in a deal worth £100k+ per annum. Following the initial success of the platform campaign, the client has since commenced a project targeting the top 1000 firms, with regard to their Asset Management proposition. This campaign is ongoing and will provide in excess of 8 appointments per month.
