Every business must reflect hard on its sales process and within that its prospecting practices. Effective prospecting is perhaps one of the foundations of any successful B2B sales organization. In the world of financial markets, whether you are a salesperson in institutional stock broking, a M&A or Corporate Finance banker, a Wealth Advisor, or a...
The digital world has redrawn the map when it comes to what constitutes customer intelligence. While digital footprints and user consumption behavior have come under intense analytical scrutiny over the years, some organizations are playing catch-up like never before on this front. Outdated methods of customer data storage and “analysis” are killing businesses, and the...
There is widespread discussion around the world on the possibility of a severe economic contraction in 2023 across most of the developed world. This time round the severe economic contraction is coupled with record high inflation numbers. Yes, we are indeed living in a world of growing stagflation risk. The pandemic induced liquidity boost led...
For businesses to stand the test of time and adapt to the disruptive force of technology and evolving customer demands, digital transformation has become a necessity. Embracing this transformation starts with digitization – a conscious and strategic shift. For organizations in the finance sector, this shift could bring increased savings, a more seamless customer experience,...
The lack of proper knowledge management solutions at firms drastically impacts their ability to grow and prosper.
Traditional client engagement and servicing models in the broker-dealer industry are increasingly under attack. Technology has a role to play to align broker-dealers more closely with their clients’ needs and aspirations. However, there is lot more to the challenge than merely implementing the right technology. It is well known that CRM initiatives have a high...
Institutional stock brokers globally are facing significant business transformation pressures from the market place, driven by economics, technology and regulatory change. Their customers want more transparency in their commission payments (“unbundling”) while turning more selective in their service needs from broker-dealers. We believe a traditional CRM approach will fail to deliver the necessary results to...