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Creating a centralised repository for reusability
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Integrating investment banking (IB) and customer relationship management (CRM) support
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Facilitating a 20-30% improvement in response rate
CLIENT CHALLENGES
- The client was looking for an alternative outsourcing partner for support on business-development (BD) offshoring support
- Wanted to deploy resources with an IB background and could contribute to the CRM and marketing work streams
OUR APPROACH
- Deployed 2 FTEs to provide IB and CRM support tasks and 1 FTE formatting/graphics specialist
- Operated as a pure extension of the onshore team supporting MDs, VPs and associates in the US and Canada offices on marketing and CRM work as well as pitch support
- Provided support on the following:
- Contact research and validation
- Email testing and domain verification
- Updating information on Salesforce
- Preparing rationale, mailers and teeing-up outreach and follow-up emails
- Activity logs and communication trackers
- Newsletters/market updates
IMPACT DELIVERED
- Integrated IB, CRM and marketing support for faster turnaround of projects across multiple service lines
- Streamlined the process of reaching out to potential targets and following up with them, facilitating a 20-30% improvement in response
- Deployed standard methodologies and a centralised repository to increase reusability, avoid duplicating effort and increase efficiency
- Ensured soft alignment among FTEs for easy transition, to cross-utilise when volumes increase in either the IB or CRM support area
- Deployed the right-skilled and trained resources with experience in IB research and CRM and Salesforce to execute BD tasks
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