June 17, 2026
Service Category:
Sell-Side Sourcing
Client Type:
Investment Bank
Industry:
N/A
The bank was running multiple sell-side and buy-side outreach efforts, but the sales-side engagement process was fragmented. Opportunities came from several sources, were captured inconsistently, and moved through a CRM that few people fully trusted or understood. A significant volume of time was spent on manual admin, follow-ups, and data clean-up instead of high-value relationship building and mandate execution.
Rather than adding more tools or more outreach, we started by mapping the entire sales-side engagement process end to end. We documented every source of opportunities, where and how they were captured, how they moved through the CRM, what tasks and activities occurred at each stage, and who was responsible for each step. With a clear picture of reality, we could design a sales ecosystem and infrastructure that matched how the bank actually wins business.
First, we mapped all opportunity sources, including outbound campaigns, referrals, inbound interest, and network-driven deals, and traced exactly how each flowed into and through the CRM. We broke down the CRM stage by stage, identified the tasks and activities tied to each step, and clarified ownership so it was clear who needed to act, and when.
Next, we redesigned the process and rebuilt it inside their CRM, with clear stages, standardized workflows, and task sequences that reflected real-world investment banking behavior from first contact through ongoing relationship management. We then identified where the team was spending manual effort and automated roughly 85% of the administrative and repetitive work that could be systemized, so bankers could focus on conversations and live deals rather than system maintenance.
Finally, we focused on adoption and data quality. We spent hours training the team on the new setup, using real examples so it felt practical and intuitive. As part of the work, we also cleaned and enriched more than 23,000 data points in the CRM, turning a noisy database into a reliable foundation for targeting, activity management, and reporting.
The investment bank came out of the project with a clean, integrated sales ecosystem that aligned people, process, and technology. Manual admin dropped, CRM adoption improved, and leaders gained a much clearer view of pipeline, activity, and ownership across the IB team.
