In part two of our focus on data-driven applications for financial institutions, we focus on the need to understand a myriad of complex relationships for identifying opportunities that will allow them to increase their client base and assets under management. Portfolio managers in particular want to develop detailed contact profiles, model complex client and consultant relationships to see who is connected to who, or influences who. This insight will allow them to better serve current client relationships and gain new prospects.
Specifically they would like to capture information about non-profit clients and prospects, officers, employees, board members, law firms, CPA firms, contractors, and link them together, with activities such as 990 and 990PF tax filings to get a detailed historical IRS data view for each organization.
With this information in one place, they would be able to identify and segmentation non-profits by geography, size of publicly traded funds, and even by CPA firm or accountant employed by that CPA firm. A data-driven application can provide reliable data management, detailed insights and recommended actions to:
- Create detailed client profiles to track buy-side positions such as interests, holdings, and preferred sectors and regions to target clients for specific sales campaigns and events
- View linked tax filings (990 and 990PF) for each organization
- Model relationships to understand personal and professional relationships and aggregate holdings along those hierarchies
- Use connection paths to display relationships between institution team members and target organizations, that may involve friends, business partners, social organizations
- Enrich information through social media integration to sites such as LinkedIn, increasing knowledge of the team’s contacts and their target connections
- Dynamically assign deals to team members based on expertise and automate task assignment by role
- Track all client interactions including call reports, phone calls, meetings, emails, voice notes, financial statements, letters of intent, and pitch books
- Collaboratively manage activities by defining coverage teams, managing client interactions, and standardizing sales, service, and marketing activities across the firm
- Monitor competitor’s clients by tracking assets and competitor deals for any client or prospect