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
  

Questions

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