Objective

• A global investment bank required an integrated framework to manage research client relationships, price negotiations and usage-based invoices under the European Union’s Markets in Financial Instruments Directive (MiFID II)
• The legacy process lacked transparency and coordination in consumption tracking and reporting as well as stakeholder coordination, affecting pricing transparency and efficiency

Client impact

• Helped plug revenue leakage of around $7 million collectively in all client categories
• Improved operational responsiveness by reducing turnaround time to resolve pricing and entitlement queries by 70%
• Enabled real-time visibility into research consumption trends through custom dashboards, leading to increased accuracy and efficiency in contracting andinvoicing
• Helped improve targeting of content distribution, amplify engagement, and reduce time and focus on research with low consumption
  

Our solution

• Took end-to-end ownership of research account management, covering contract implementation, client engagement, consumption tracking and handling pricing queries
• Strengthened client relationships by addressing pricing, entitlement and invoicing queries with a clear and transparent approach
• Developed a suite of custom dashboards to support pricing transparency using advanced Excel, Python and Tableau analytics, which helped compare consumption vs. payment trends, record broker votes, predict research revenue, and maintain a finance ledger to monitor payments and outstanding invoices. This eventually led to impactful discussions with stakeholders.
• Provided in-depth visibility into client research behaviour, including analyst preference, sectors and content consumption trends.
• Coordinated effectively across research analysts, technology, operations, finance, legal and sales teams to drive process excellence and align pricingwith value delivery
• Identified and corrected multiple data discrepancies in touchpoints related to analyst interactions and corporate access, including mismatches, missing usage details, rejected interactions and incorrect categorisation