A large US investment bank started a new branch in Australia and wanted to build capabilities in financial markets including Treasury and foreign exchange. They needed to build the right team, systems and processes to build a strong business for the future.

The main task was to build and execute a business strategy based on technical excellence and strong customer relationships.  

Project 

Workshops and interviews were held to define the business strategy, systems and organisational structure needed to build the business. The resources plan was developed and used to hire and train the most appropriate staff. The marketing approach was to target non-Australian markets and provide service aggressive pricing that competitiors could not match. The target market was Japanese, Hong Kong, Singapore and US investors and traders.

Results

The marketing focus on large fund managers and trusts by over servicing and aggressive pricing resulted in an increase in client numbers from 10 to 300 in 3 years. Turnover from Asian and US clients increased from zero to $2 billion per day over 3 years. This focused and disciplined approach achieved higher client numbers and market turnover and increased trading profits by 600% in 3 years.