Challenge
A large U.S. regional institutional broker wished to develop a five-year growth plan that would secure a stronger position and greater market share within the U.S. Equities business. McLagan was engaged to deliver insight into reasonable overall revenue and market share targets, analyze areas of greatest revenue upside within the market, and provide guidance on the resources (staffing, compensation costs, etc.) needed to achieve established objectives.

Solution
McLagan leveraged its proprietary data and account management expertise to conduct a thorough analysis of the client market available to the broker. McLagan provided information on market structure, concentration, and competitiveness that enabled the determination of appropriate sequential growth targets, given the unique profile of the broker. McLagan was able to offer tactical guidance into the client segments and individual clients that offered the greatest upside, insight into the potential investment of resources required, and recommendations for optimizing the broker's existing client coverage structure.

Results
The broker implemented its growth plan, incorporating overall objectives and individual client/coverage targets for staff, based on the insight McLagan provided. Despite competitive and volatile markets, the client has seen significant improvement in market share, and is able to continuously monitor progress and refine targets through its ongoing relationship with McLagan and regular updates of key performance benchmarks.