Explore Crisil, a company of S&P Global

Formerly known as Global Research & Risk Solutions

  • Crisil Integral IQ
  • Banking
  • Financial Services
February 20, 2025 Content Type Case study

Augmented client acquisition through a prospecting framework

February 20, 2025 Content Type Case study

 

 

Objective

 

  • The firm tasked Crisil with devising a prospect identification framework for its financial advisors.
  • The firm also entrusted Crisil develop a methodology to screen prospects basis minimum expected profitability.

 

Approach

 

  • Analyzed data sources & identified  high growth segments within salaried executives, self employed professionals, new age enterprises & corporations
  • Established screeners for salaried executives (basis designation, compensation & stock options) , new age enterprises/ corporates (basis revenue, cash flows, margins, leverage etc.)  and  professionals ( basis specialization , net worth.& brands endorsed ).
  • Created prospect profilers & talking points for advisors to seek initial appointment with UHNI clients
  • Developed analytical models to analyze prospect data and provide customized insights on products, markets, lifestyle & other preferred areas for UHNI clients. Curated tailored decks for effective client engagement.
  • Designed a checklist of essential  profitability indicators to categorize  prospects  within on   minimum expected profitability standards

 

Client impact

 

  • Financial advisors were able to identify the ideal set of prospects and allocate  their time to onboard profitable prospects
  • Realized 15% increase in onboarding new clients.
  • 85% of new clients onboarded achieved profitability benchmarks and Return on time invested within 12 months of onboarding
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