Insights that Support Efficiency and Effectiveness

Service Providers

Insights that Support Efficiency and Effectiveness

Profile of Client

  • $300bn Fund Administrator

Challenge

  • The firm was losing market share and executive management wanted to understand the effectiveness and efficiency of its sales and client management business development models.

Solution

  • Convergence Competitive Analysis and Opportunity Cost Profile identifies the amount of existing client fund business that Administrators lose to competitors based on our analysis of decisions made by Managers to change existing fund administrators and give new funds to competitors.

Results

  • Our analysis revealed opportunities to improve the client’s sales and client management function to accelerate the identification of new fund opportunities and chnages in their business that led to cross-selling opportunities.  The client improved market share within 12 months of implementing changes to improve collaboration between sale and client management.