Today’s investment banking sales force has access to more data than ever before and the most successful institutions are utilizing this information to improve business. No one wants to miss a trade opportunity and leveraging client level statistics can help sales and trading actively find the other side of a position. Forward thinking banks are better able to bring the best deals to their best clients and are utilizing data science to improve call productivity. In addition, the smart use of proprietary data assets can help generate new business, increase revenue and strengthen client relationships.
Fulcrum’s sales optimization platform combines:
Massive amounts of data, pulled from a variety of internal and external sources.
A recommendation engine, which surfaces the right client opportunities to sales throughout the day and integrates with their existing sales platform.
A feedback mechanism, which trains the system by getting trade level feedback from sales so that the engine is continuously learning and is better able to enhance the sales workflow.
Reporting to illustrate the impact of the engine and adoption by the sales force.
Top banks are utilizing this data now and reaping the benefits of being on the cutting edge. Banks that don’t invest in these new technologies won’t be competitive in the modern era of investment banking.
Each salesperson deals with multiple clients, hundreds of strategic positions and thousands of other securities in the market. The process of determining who to call and what to recommend is traditionally based on their own instincts and personal knowledge.
The largest and most profitable clients are called every day but sales can add real value by anticipating their needs more efficiently. The first priority for investment banks should be identifying opportunities for their top tier clients.
Sales can generate profit for mid-tier clients by knowing when they are active and when there is an opportunity that has a high likelihood of success.
The smallest clients are relegated, almost completely, to automated systems without any personal intervention.
Knowing how to productively deal with clients of all sizes is the key challenge. Fulcrum’s goal is to improve efficiency by bringing together advanced analytics, systems integration and business processes. At the same time, Fulcrum understands that the technical and analytical issues are only part of the solution. Integrating with the existing workflow and getting sales actively engaged in the design and implementation means a higher likelihood of success.
First, we have to bring the data assets together, including:
Dynamic inventory list
Market data (e.g. interest rates, currency fluctuations, market volatility, TRACE, ratings data, etc.)
Once the data is centralized, the latest predictive analytics techniques are used to identify client opportunities. The final recommender system results are surfaced to the end user through the existing sales platform. To allow for customization and continual learning, the sales end user provides feedback on each of the recommendations and the model adapts to provide better suggestions over time.
Fulcrum’s optimization platform is in use today with some of the world’s top financial institutions. The results provide actionable insights for clients of all sizes:
The value for the largest and most profitable clients is bringing ideas that are novel and relevant and making sure the best opportunities are brought to them first.
Mid-tier client calls become far more productive when sales is able to quickly identify opportunities without spending valuable time researching client activity and strategic positions.
Smaller clients can be managed in a cost efficient manner through a mix of automated communications.