Explore Crisil, a company of S&P GlobalFormerly known as Global Research & Risk Solutions
February 20, 2025
Case study
Case study
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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
