Trust before the first transaction.

What the business needed.

The trading business wanted to reach more counterparties, but many of the prospects it already had were leaving during verification. Before a transaction could be considered, people needed to establish who they were dealing with. The engagement began with what made that first step difficult.

Where progress was getting stuck.

The information a counterparty needed was not presented clearly or consistently. Expanding marketing would bring more people to the same uncertain starting point. The business first needed a usable way to share the evidence required for a prospect’s checks.

How I helped.

• I designed verification packages and a clearer route through counterparty checks, organizing the information a serious prospect needed to assess.
• I directed the positioning and website around that evidence, so the introduction to the business supported the verification process.
• I structured supporting content before the business increased marketing activity.

What changed for the business.

Verification abandonment fell from 82% to 57%, giving more existing prospects a way to continue. The qualified-counterparty close rate moved from approximately 6% to 12%, and time to first transaction shortened from around 120 to 74 days.

Where I took responsibility.

I led the commercial communication and process design: the verification package structure, positioning and direction for the website and content. I directed the people implementing those changes. This work helped counterparties navigate their checks and did not replace their responsibility for verification or certify a transaction.

Could this help your business?

If a qualified buyer leaves before completing the checks needed to proceed, it helps to understand what they could not establish. I can help you organize the information and process around that decision before you invest in reaching more people.