Streamlined research pricing and contracting process for a bank, plugging revenue leakage of around $7M and reducing turnaround time for client queries by 70%

July 14, 2025

Case study

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

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

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