Reimagining Success:

Going Global with a Customised Shareholder Engagement Programme

Discover how we helped a financial services company diversify its shareholder base to increase the proportion of foreign investment and boost conversion rates by over 25%.

Background:

Building an international investor base in new markets

Our client, a mid-cap emerging markets financial services company, aimed to reduce reliance on domestic retail investment by attracting international institutional shareholders. In a sweet spot for emerging markets and with growing interest from new funds and investors seeking high-growth markets, the company recognised the need to engage non-shareholders in a structured manner.

Our Solution:

Targeted audience identification and a global engagement plan

Led by Stu Taylor, our team developed the company’s first global investor engagement plan. In-depth research helped identify established funds with relevant market exposure and newly-launched funds with future investment potential. We looked far beyond typical institutional portfolio composition data to understand the decision-making motivations of specific funds and institutions and assess the true prospects for our client. This independent approach allowed us to create an optimal target roadmap for engagement, free from bias or preconceptions.

Our Difference:

Pinpointing genuine prospects, not just prospects on paper

When we found institutions lacking the necessary enthusiasm to invest, we didn’t chase them. Rather, we focused on building an audience that had a genuine interest in our client. Direct engagement with decision-makers helped validate our data and set up future communication points, and we made sure the strategy was flexible enough to accommodate new investors as they entered the market.

Results:

Stability in the investor base

The company saw an impressive increase in foreign investment, reducing its previous over-reliance on domestic support. The engagement programme proved its worth with a conversion rate of over 25%. The investors we attracted didn’t just come and go – they stayed for an average of three years – showing commitment despite volatility in the client’s domestic market.

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