Financial Asset Management Services

Situation and Challenge

  • The company was struggling to develop a sound approach for leveraging its capabilities and strengths and expand its trust services offerings
  • Blue Ridge Partners was asked to research competitors’ back and middle office trust services offerings, pricing, positioning, specific market trends and competitive dynamics and to develop recommendations for a go-to-market strategy

Approach

  • Followed our The Nine Voices of the Market®methodology to capture qualitative and quantitative data from detailed interviews with competitors, industry experts and current and prospective customers within the back/middle office trust services space
  • Performed extensive secondary research to prepare detailed profiles and product analyses for 11 competitors to evaluate pricing, attributes of specific offerings and go-to-market strategies
  • Assessed the company’s current trust services and existing capabilities supporting expanded service offerings

Impact

  • Defined three key strategic issues with recommendations that would allow leveraging existing capabilities and successfully enter expanded trust services markets particularly in the non-upstream customer segment

Trust-specific Expertise is the Top Buyer Value

Focusing on Three Strategic Issues Will Allow Successful  Trust Services Expansion 

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