Quiet client

A client whose inquiry or order count has fallen below a stated fraction of its own baseline in a product, where the product is not down desk-wide. Ranked by the flow at stake. Inquiries down and trades down is a relationship signal; inquiries steady and trades down is a hit-ratio signal.

DefinitionA client whose inquiry or order count has fallen below a stated fraction of its own baseline in a product, where the product is not down desk-wide. Ranked by the flow at stake. Inquiries down and trades down is a relationship signal; inquiries steady and trades down is a hit-ratio signal.

Per product

A client quiet in one product and active in two is a product finding, not a relationship one.

Desk-wide adjustment

A client down 60 percent where the desk is down 55 is the market. The report shows both ratios.

How it is computed

A client's inquiry or order count in a recent window divided by its own baseline, flagged below a stated fraction, only where the desk's overall volume in the product is normal.

Example

A client that sends about thirty inquiries a month sent four in the last twenty trading days, while desk volume was normal. Its flow has moved.

Where it goes wrong

Revenue reports show who traded. Nobody is alerted by an inquiry that did not arrive.

Articles that use this term

Data quality and reconciliation

Baseline and norm: what this account usually does, and what accounts like it do

The difference between a baseline, an account's own typical level from its own history, and a norm, what similar accounts do when the relationship is full, why the two answer different questions, has this account changed and how far is it from where it could be, which measures use which, surge and dormancy against baseline, gap and share against norm, the case where an account is at its baseline and far from the norm, and the rule that both are stated on the line that uses them.

16 Sept 20263 min read Coverage and territory

Dormancy by industry: order cadence from weekly to annual, and the threshold that follows

A dormant account is one silent beyond a multiple of its own cadence, and the cadence runs from twice a week to once a year depending on the desk. This hub sets out, for twelve industries, the typical cadence, what silence looks like in that industry's data, the threshold that follows, the run rate that values the account, and the seasonal trap in each, with the full guide for each desk.

16 Sept 20263 min read How-to guides

How often should sales data be refreshed? A cadence per measure, not one for the tool

Why 'real-time' is the wrong answer to how often sales data should be refreshed, the cadence each measure actually needs, weekly for coverage and pipeline, monthly for share of wallet and concentration, quarterly for norms and segments, annually for definitions, what a refresh more frequent than the measure's cadence does to the reader, and the export schedule that follows.

16 Sept 20262 min read Coverage and territory · Trading

Ten questions a head of sales trading asks, and the table that answers each

The ten questions a head of sales trading puts to the salespeople and the traders, which clients have gone quiet in a product where the desk has not, what is the size-weighted hit ratio by client, which clients are tiered where by flow and hit ratio, which axes reached the clients who trade them, who is covered by one salesperson only, what does the coverage map look like by client and product, does the blotter reconcile to the benchmark submission, which clients receive many prices and trade none, which salespeople's distribution lists are stale, and what changed, each with the table from the RFQ log, the blotter and the coverage file, and the answer to send back.

16 Sept 20262 min read Coverage and territory · Trading

The quiet client list: trading desks and the clients whose flow has stopped

How a sales-trading desk finds the clients whose inquiry or trade count has fallen against their own baseline from the RFQ and trade logs, per product, why a client can be silent on one desk and active on another, the quiet score that ranks them by the flow at stake, and the weekly list that reaches the salesperson before the quarter-end review does.

16 Sept 20262 min read Coverage and territory

The weekly list by industry: what row one says on twelve desks

Every desk's analytics ends in a list, ranked by value, with a reason on each row and an owner. This hub gives, for twelve industries, what the weekly list is, what row one typically says, how it is ranked, who works it, and the guide that builds it, so that a reader can see the shape of the output before they see the arithmetic behind it.

16 Sept 20263 min read