St James's Place Prospect Pool

St James's Place is a Wealth Management Company who requires marketing to High Net Wealth Individuals. These individuals are targeted for either an invite to a seminar or a more personalised approach by a SJP partner. There are currently in excess of 1200 SJP partners who can access data for marketing purposes.

The constitution of the database is the marketing Electoral role overlaid with Shareholder Investors, council tax bands, current house price, and length of residency and data of birth where possible. The database is rebuilt once a year when shareholder data is sources from five different sources; this is then overlaid on to the master Electoral role. Council Tax bands are then sourced from the governments Valuation Office, House Prices from the governments Land Registry. This information is then applied to our AIPPI (Average Individual Property Price Indicator) and a house price is allocated to each household.

A propensity model is run against the database using history of previous attendee's to Seminars. Each record in the prospect pool is then scored on it propensity to attend the scores are then put into Deciles for ease of selection.

SJP Partners can then plan where and when they wish to run seminar events in the future. They have web-base online tools to select and book data. This can be done by a detailed selections of the database based on what data is available in a particular area at a particular time. The system knows what other partners are in the area and does not select data that has already been selected by another partner if the dates are within a particular timeframe, which is known as the Active Ring Fence. This ensures that the data is not over exposed and that clashes do not occur. Once a SJP Partner has created that first contact with a prospect, then the partner can protect that prospect for a period of time so that he can develop that person into a client.

Additional partner sourced data is weekly passed against the Active Ring Fence to see if the prospect is currently not being marketed to by another partner, if the data is free then it is added to the Ring Fence for the Partner for a specified amount of time. When the amount of time is about to expire the Partner is notified of the pending action and is give the opportunity to retain the prospect for a further length of time or to release it.

All client and prospect data movement need to be securely transferred to many partners, this is achieved by each partner having their own secure logons on Web service where data and reports are posted, the partner then accesses their data over fully encrypted links.