Market Share Analysis
Challenge
A European Institutional Equity firm wished to target growth in a select number of European markets, focusing on specific client locations.
McLagan was commissioned to provide guidance into the key accounts, structure and revenue opportunities of these markets, as well as engage the sales force in active Institutional Account management.
Solution
McLagan leveraged its proprietary data and account management expertise to provide a detailed analysis of each target country.
McLagan provided insight into the structure of the market including details on the concentration of revenues and which institutions were likely to be the most productive targets and provide the most obtainable revenue.
To involve the sales force in the project, McLagan presented at a number of town hall meetings for Equity Management and Sales staff.
The goal was to give them guidance on the relevant focus accounts, as well as on the targeted impact of these accounts over a set period of time.
Results
Our relationship with the client is ongoing, and with our assistance, a continual account management process is in place to review the key drivers of revenue production.
Despite the volatile markets, the client has seen improvement in market share, and has been able to position the appropriate sales resources and services at targeted clients in order to yield incremental gains through the year.
