EMCORE has been providing tailor-made and yield-orientated risk and asset management services to institutional investors since 1998.
Based in Switzerland with offices in Liechtenstein, the company has an impressive track record founded on its asymmetric risk-return investment strategies, commitment to long-term client relationships and blend of new ideas with traditional values.
Carolina Newton is one of EMCORE’s Relationship Managers. She’s responsible for bringing new clients on board and maximising their long-term value to the business.
Carolina explains: “From a product perspective, we have a truly stand-out proposition for institutional investors that differentiates us from competitors. But the quality of service we deliver, and the strength of our relationships with clients and prospects, is equally vital to our success.”
It’s still common in asset management companies for each relationship manager to use a separate Excel spreadsheet to maintain their contact database and analyse their sales processes.
“The challenge is that once you reach a certain portfolio size, your spreadsheet becomes unmanageable. It’s impossible to segment contacts effectively, track your conversations, find information quickly or get a meaningful overview of your sales pipeline. You can easily miss valuable opportunities,” says Carolina.
EMCORE knew that they needed smarter, more dynamic technology to boost efficiency, standardise processes and enable the level of knowledge-sharing that would unleash the full potential of their ambitious team.
After a thorough analysis of the options available to them, they chose to partner with Maximizer Software, who helped to scope out their current and future requirements and implemented an on-premise Client Relationship Management (CRM) solution in tandem with training, customisation and full support.
“The CRM has transformed the way we work. The biggest difference is the detailed insight into our sales pipeline which has improved forecasting, work scheduling and process analysis. Maximizer worked closely with us to create Dashboards of bespoke indictors including sales leads by stage – from cold through to warm and hot prospects, who are very near to investing in our funds. This visual tool is proving invaluable to help me manage my leads, saving me around 5-7 hours per week compared to my previous way of working.”
“Using the solution also allows me to spot trends, personalise my outreach and analyse my own performance – what is working well, and what isn’t. I can easily share my learnings with colleagues and this has contributed to making our sales process more consistent and structured – which in turn enables new team members to hit the ground running.”
The sales Dashboards have given company management full visibility into the performance of each relationship manager – and the team as a whole – so they can run detailed reports, monitor productivity and use data-driven insights to inform product strategy.
Carolina concludes, “Our vision is to deliver outstanding service to long-term investors and the CRM has already helped us to create stronger, more personalised and knowledge-based relationships. As a team we are much more efficient and confident in our decision-making and analysis.”
- Optimised sales opportunities to drive profitability and assets under management
- Visibility into sales pipeline
- Business inteligence to improve relationships
- Targeting through segmenting and profiling contacts
- Efficiency through structure and coordination
- Management oversight of accounts and performance
- Aligned sales, marketing and service for a 360 degree client view
- Watertight documentation for regulatory compliance
- Insight into client needs guides future business strategy
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