OpenIM The Open Investment Model

SD-15.7 — Institutional Sales & Business Development

Business Domain: BD-15 Distribution, Product & Client Management (Commercial) · Applies: BOTH

Purpose

Runs the firm’s sales pipeline — prospecting, pitching and winning the mandates and the capital. SD-15.7 is the front line of the commercial function: it identifies and qualifies prospects, manages the sales pipeline from lead to mandate, runs the pitch and the finals process, and wins the mandate or the allocation. It is not the RFP / DDQ response capability — that specialist discipline is SD-15.8 — and it is not the closed-end fundraise, which is SD-15.10; SD-15.7 owns the sales relationship and the pipeline.

Service Operations

  • Identify and qualify prospects — source and qualify prospective clients and investors.
  • Manage the sales pipeline — manage the opportunity pipeline from lead to mandate, with the stages and the forecast.
  • Run the pitch and finals — prepare and deliver pitches, presentations and the finals process.
  • Win the mandate — negotiate and close the mandate or allocation, and hand it to onboarding (SD-15.11).
  • Manage the sales relationship — manage the prospect and consultant relationships through the sales cycle.

Inputs and outputs

  • Inputs: the distribution strategy and channel intelligence from SD-15.4; marketing-qualified leads from SD-15.5; the RFP / DDQ responses from SD-15.8; consultant search intelligence from SD-15.9; the product range and the performance track record.
  • Outputs: won mandates and the sales pipeline — consumed by SD-15.11 Client & Investor Onboarding, SD-15.1 (demand intelligence) and the firm’s governance.

Entities

  • Consumes: E-01 Legal Entity (prospects), PM-01 Fund & Vehicle, the performance track record; the SD-15.4 distribution strategy and channel intelligence; the SD-15.5 marketing-qualified leads; the SD-15.8 RFP / DDQ responses; the SD-15.9 consultant search intelligence.
  • Owns: the sales pipeline — a process artefact.
  • Open question: a Sales Opportunity entity — the pipeline opportunity as an owned, staged record.

Standards

  • No single external standard governs the sales process; the pre-marketing rules of the EU cross-border distribution framework constrain prospecting.

Open extensions

  • A Sales Opportunity entity.
  • The pipeline-stage and forecast sub-model.
  • The Service-Operation-level input/output contracts.

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