Abstract
The following quote was obtained by the news editors from the background informa tion supplied bythe inventors: “In service industries, including financial serv ices, it is important to obtain, store andmanage knowledge related to prospecti ve clients, which are referred to as “leads”. One objective ofthe lead manageme nt process is to match a prospective lead with the most appropriate recipient (advisor, salesperson, etc.) in an organization. Traditionally, lead management is handled by the individualsresponsible for client prospecting. These individual s typically obtain information concerning leads bybuying clients lists, receivi ng referrals, and creating web pages that collect information. In the case ofla rge organizations, leads can also be assigned to sales personnel by assignment f rom a central process.While these processes have some effectiveness, the matchi ng between the lead and advisor is based onfairly generalized rules and/or huma n-biased decisions that often result in sub-optimal or unsuccessful leadmatchin g.
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