In a conversation with a marketing professional recently, a client of his came up that was having great difficulty in the market. Nothing was selling. Customers we not adding new accounts. Marketing was not working. The longer this dragged on, the more the client sought an answer, and the harder the client tried to differentiate,… Read More
There is a lost art in our culture, and that is the art of formal, personalized and hand written thank you notes. To reinforce this trend away from the handwritten word, children are not taught cursive writing in most school systems these days, public or private. This is disappointing. The value of a truly personalized,… Read More
The world is jumping up and down about the value of digital media, virtual wholesaling, integrated technologies and so on. By the time this post is made, there will be something new to consider-a new technology, a new approach, a new opportunity to engage the market. And if you are in the industry, you are… Read More
Q3 is moments away from becoming history. What is left to do before year end? As we face this last quarter-this last chance to dance with the market before year end – consider the following moves: Commit to a Final Travel Game Plan – Now is the time to finalize the last quarter of the… Read More
Firms work tirelessly to create businesses and portfolios that matter. They engage around philosophy and process, find unique investment ideas and approaches, and manage risk on behalf of clients. How well is your team telling this story? Does your team – both portfolio managers and business development professionals – share a consistent and demonstrated passion… Read More
The summer has gotten busier in recent years, but remains a great time to reflect, regroup and recharge. The days are longer, providing more time for activities, and reading! Do you keep a ‘samples’ file of interesting articles? Here is something else to spend some time on to gain new contacts and to gain a… Read More
Often, when markets are most volatile, managers run for the hills. Who wants to communicate when times are tough? YOU DO!!! Spikes in volatility, difficult market conditions and world events are all excellent reasons to reach out to your investors and prospects alike. Why? This is exactly the time when they want some sound… Read More
In regular interaction with managers of all shapes and sizes you learn a few things about context. Managers often want to put their story into their own context, but it is the context of the listener that matters most. Pitching well is a skill and one that takes significant time, effort and introspection. Before entering… Read More
Looking to expand market share? Here are a few rules for the road in defining target markets and managing prospects: CHANNELS FIRST When the goal is sales, it is quite common for firms to seek to market broadly across channels and market segments without enough consideration of the trends, requirements and processes representative of each… Read More
Managers and marketers alike are eager to tell their story. They want to explain how their product is differentiated and should matter RIGHT NOW to the audience. Their end goal is adoption; having the product accepted and invested in by investors. Accomplishing this monumental task requires all the firm’s ducks to be lined up… Read More
