Case Studies > Boston EquiServe - Postioning

Boston EquiServe sought to win AT&T’s stock transfer business (roughly $9 million) from a long-standing incumbent.

EquiServe’s limited knowledge of the communications industry hampered their ability to sell in that market. Complex relationships with parent companies made positioning difficult. Marketing resources available for new business presentations were limited.

EMI surveyed EquiServe’s strengths and weaknesses, and positioned them for greatest marketing impact. We then translated their advantages into a library of proposal and presentation materials that could be used as new business building blocks.

EquiServe rated its AT&T meeting as the most polished prospect presentation in their history. AT&T’s feedback was extremely positive regarding the meeting’s value, format, and EquiServe’s understanding of their needs.

AT&T subsequently awarded its substantial shareholder services business to EquiServe.