Improve the business performance of independent managers
Independent asset managers have always been agile in adapting to the changes in the private banking business, focusing on the client experience and the personalization of their services. In order to preserve their time and resources for clients, they have understood the need to improve the efficiency of their core business activities (portfolio management, reporting, consolidation, risk management, etc.) by adopting the necessary technological tools.
However, these productivity gains do not solve the essential needs of acquiring new customers and growing revenues. The possible choices are well known:
- Expand revenues generated by existing clients by increasing share of wallet or selling additional or more profitable services
- Acquire new clients through existing or new managers.
The role of technology in sales
Innovative tools help improve sales efficiency by transforming the way managers generate suitable sales leads, i.e. prospects that meet AML needs while being commercially robust with proven asset management potential.
There are multiple products available to manage the various components of the business (CRM, Compliance, portfolio management, trading, reporting & consolidation…etc.), whether they are global solutions or more specialized offerings integrated with the managers’ information systems. Whatever the solution(s) chosen, it is important that they are interconnected so as not to operate in silos in order to make the best use of data.
KYC and AML data for business performance
Wealth managers collect a lot of data, especially in the context of onboarding and monitoring clients from a KYC and AML perspective.
Despite technological progress in KYC research, onboarding remains a manual and time-consuming task necessary to meet regulatory requirements and to better serve clients thanks to a better knowledge of their profile, history, financial personality, convictions, asset objectives, etc.
Customer data often under-utilized
This KYC & AML data holds value that is often not commercially exploited, not to mention the need to make the cost of collecting, managing, storing and protecting this data profitable.
Putting this in perspective with the overall cost of acquiring new customers, it is worth looking at this aspect and ensuring that the CRM module can leverage this data without having to re-enter it and risk duplicating or losing it by mistake.
The first step is to have relevant data with the objective of mapping the overall customer ecosystem.
The more detailed the customer environment, the better the system will be able to identify connections and sales leads. It is therefore essential that all past and present personal and professional relationships of customers are well documented: family, friends, associates, business partners, collaborators, advisors, lawyers, philanthropic associations, lifestyle…etc.
To be fully effective, the database is enriched dynamically throughout the business relationship, each time a new contact is identified, for example during a client meeting or during the KYC research carried out as part of the annual reviews.
For wealth managers, the right tool should improve the efficiency of the KYC and AML processes, but also promote the acquisition of new clients through the intelligent use of the data collected.
Strategies to generate sales leads
Mapping the customer ecosystem
In a second step, the tool automatically identifies the connections between the individuals and companies in the database. It can thus visually display the contact network like a spider’s web.
This graphical representation is very useful to have a global vision of the client’s ecosystem. But above all, it can bring out connections that would not have been identified at first glance.
For this reason, the system can show, for example, that the director of a company (commercial, patrimonial, philanthropic) controlled by client A is also the director of another company controlled by a prospect B that we have identified and with whom we are seeking to establish a relationship.
It often happens that the network brings out several points of entry for the same prospect, thus multiplying the possibilities of a quality relationship with several sources of recommendation.
The origin of wealth as a source of recommendation
The analysis of the origin of clients’ assets is also a strategic resource for identifying new prospects.
To obtain referrals, attention is often focused on clients’ current primary business partners. Again, the CRM allows the manager to make more connections by expanding the analysis to include secondary business partners with whom the client has created some of their wealth in the past.
These may have become potential clients and/or interesting relays to connect with other high-value prospects.
The tool also proves useful in the onboarding process, which is more efficient and faster by using corroborating documents of common wealth origin.
The use of clients philanthropic data
Philanthropic activity intelligence is also an interesting source of business leads. Many high net worth clients are actively involved in charities. Being able to cross-reference this information can further increase the number of contacts to be recommended to a potential client.
Hobbies and lifestyle as bonding agents
The same applies to the criteria of hobbies & lifestyle. For example, in the last few years, passion investments such as classic cars have risen sharply, causing the price of certain cars to soar to several million euros.
Knowing this information is very useful to organize events around a unifying passion, associating customers and prospects, as well as several generations of customers to organize the inter-generational follow-up of the relationship. *
Start capitalizing on your customer data with KeeSense.
Faced with the multitude of possible technological solutions, the innovative manager will have every interest in choosing an integrated tool (CRM / Compliance / Management) allowing to exploit the data of the customer ecosystem at best.
As customers choose their manager based on referencing, connection and expertise criteria, it is wise to use a solution that promotes business development at low cost and in an ergonomic way, while making the cost of data processing profitable and improving the customer experience linked to onboarding.
Optimize business development with the KeeSense prospection module
KeeSense integrates a prospecting dashboard for relationship managers.
It offers a complete and detailed view on the management of prospects by the different actors and the relationship managers, simplifying the decision making process.
The prospecting dashboard centralizes key information, such as
- the type of benefit
- the target amount of AuM and the probability
- the expected profitability (RoA)
This data is collected directly from the prospect’s file for a more precise analysis.
The KeeSense Prospection Dashboard provides a complete and accurate view of lead management, breaking down the number of leads by their tax residency and graphically displaying the services offered.
It also includes critical data such as probability of completion and target quarter for AuM receipt.
With this tool, managers and relationship managers can easily forecast the total number of AuMs (with a probable estimate) over time, improving their lead planning and tracking.
KeeSense, a portfolio management and business development solution for wealth management companies
To learn more about the KeeSense portfolio management solution, its features, and how to use it to support the development and growth of your wealth management business, contact our team to arrange a meeting.
