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