Case Study

This client, a leader in its asset class regionally, came to us for advice. They had started to build an institutional pension client-base based on a 'buy rating' from one of the leading UK-based consultancies, but new business dried up when they lost this rating and their existing clients were placed at risk.


We devised a strategy to protect their existing clients and win new ones. We were mandated to identify what had gone wrong with their rating and then put in place a strategy to regain it. Our analysis highlighted some key shortfalls which had prevented this client from winning consultant 'buy-ratings', including:

• Inadequate articulation of philosophy and a poor definition of their investment process.
• Limited understanding of the specific applications for their asset with different types of pension plan.
• Reliance on a single consultant and poor communication with them.
• Inadequate data distribution infrastructure.
• An imperfect understanding of the underlying sources of their competitive advantage
• Inappropriate and incomplete Fund range
• Confusion between absolute return and market relative objectives

Working confidentially behind the scenes, we clarified these and other issues and enabled them to recover their lost rating within six months. After that we put in place a programme which is transforming their reputation right across the market and has become a cornerstone of their new business drive.