Retention
Value (Alpha creates)
Relationships (the sales guy creates)
Multiple relationships in their business
Multiple relationships they have with us
Frequently meeting up
Communication method, text, whatsapp etc
Do you discuss internal politics in their business
Do they know about you outside of work
Before dealing
After dealing
Tech analysis
Credit
Flexibility, this puts less stress on managing cash flow
Hedging strategies
Exotic currency offering
Portal, saves time on reporting positions, makes monitoring positions easier, draw downs linked to original trade etc, live visual of how you are hedging inline with your target ratios, live MTM viewer
Hedge accounting
Reconciliation of draw downs against open positions
Paying suppliers
Forecasting tools
Tools to provide sales guys with insight, e.g artesian but better, this could be data captured from crm, like who logs in etc
80% of time spent talking about other things 20% Fx
You think of them like a mate
Security of data and settlement risk, how do we give clients peace of mind?
Solving impact of fx vol on banking covenants, NAV, EBITDA & Operating profit
Understanding accounting implications when hedging and creating solutions to solve these headaches
Meetings
which clients need a relationship most in order to keep them sticky?
How has revenue grown from clients we have met?
Which clients have we retained as a result of meetings?
How many meetings have lead to an increase in the number of client contacts
What leads to a loss of revenue?
margin call
lack of relationship
Poor settlement
Not going to meet them
Primary/sole contact moving on
Better pricing from our competition
Better facility terms from our competition
Break of trust
How many clients trade after a meeting?
How do we identify which clients would give us the biggest increase in revenue from time invested at meetings?
We need to look at how some of our clients manage their relationships with customers, like Lee from Phoenix, spends a lot of money wining and dining