Implementing a Client Priority List
I received a lot of interesting comments from my post last week on client priority lists. I didn’t think this was a topic that would have such broad interest. Most of the comments were along the lines...
View ArticlePreventing Success Bias in Client Priority Lists
An interesting question came in on our discussion of client priority lists asking “Isn’t there an inherent success bias built into any client priority list?”. This is a great question and great...
View ArticleMeasuring Client Profitability in Institutional Equities
The Institutional Equities business is a unique animal relative to its Capital Markets peers, with the big distinction that no one individual is responsible for revenue generation for any given...
View ArticleShould You Cull Your Account Base?
We’ve written in the past about how the key to success and sustainability is ensuring that your account base is profitable, and having robust client profitability metrics are critical to achieving that...
View ArticleWhat Does It Mean to ‘Collaborate’ in an Organization?
We have been having a lot of discussions recently about the definition of collaboration. For most of our clients, increasing collaboration is one of their ultimate goals. But what does it mean to...
View ArticleStrategic Trends for Global Asset Managers
In the years since the 2008 financial crisis, we have seen major shifts in trends influencing growth in the global asset management industry. Four key changes are significantly affecting strategic...
View ArticleVelocity of Information
An interesting concern that we often have to address is the worry that manager and salespeople risk being overwhelmed with information. Most people can barely keep up with their existing information...
View ArticleTruths in Cost Management
One of the most dramatic changes that has occurred in Institutional Banking since the financial crisis hit in 2008 is an increased focus on management of costs. This is isn’t anything incredibly new....
View ArticleStrategy in the New Year
The New Year is upon us. I always view these last days of the year as a time to think as broadly and as strategically as possible about the coming few years. Many managers have just been through the...
View ArticleSales: Process or Art?
Oboe Partners is admittedly a quantitatively and analytically driven consultancy, with our recommendations focused on making strategic changes that leverage rigorous analysis and information. We...
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