Abstract
“In service industries, including financial services, it is important to obtain, store and manage knowledgerelated to prospective clients, which are referred t o as “leads”. One objective of the lead managementprocess is to match a prospec tive lead with the most appropriate recipient (advisor, salesperson, etc.)in an organization. Traditionally, lead management is handled by the individuals resp onsible for clientprospecting. These individuals typically obtain information c oncerning leads by buying clients lists, receivingreferrals, and creating web p ages that collect information. In the case of large organizations, leadscan als o be assigned to sales personnel by assignment from a central process. While the se processes havesome effectiveness, the matching between the lead and advisor is based on fairly generalized rules and/orhuman-biased decisions that often re sult in sub-optimal or unsuccessful lead matching.
NETL
NSTL