market intelligence
institutional buyers
investors
The customer is always right. That is what we are taught in Business 101. Of course, we know it is not the case. Yet it is an important element of business acumen. As important as ‘know your customer’ and many others we all seek to keep in mind when interacting with prospects and customers alike.… Read More
In releasing The Road to AUM: Driving Assets Under Management Through Effective Marketing and Sales, I am gaining some strong feedback. 99% of it has been awesome–individuals who ‘can’t believe’ someone ‘finally’ put all this usable knowledge into such a simple framework for managers of all shapes and sizes to follow. 1%, however, or just… Read More
When things look too good to be true, they typically are. Firms often want to hide their flaws: investments that didn’t work, changes to process that went undocumented, blips in the track record, regulatory events, organizational changes, and so on. Burying details is ill-advised. Institutional investment management research professionals want to work with investment managers… Read More
Have you thought about how to prioritize resources? Firms have budgets and time constraints. Often resources are defined based on the most convenient and/or cost-efficient solution. Firms are encouraged to think about resources from the perspective of what the market cares about. How important is a specific function? From this vantage point, we might prescribe… Read More
Managers need lots of resources to succeed in the asset management business. Often, a combination of internal and external resources is the best solution to ensure that firms have the necessary bandwidth and expertise to meet institutional qualification standards. Firms must carefully vet the capabilities of their in-house team, and then determine what is needed. Here are a few areas in which resources are best addressed head on to ensure effective business management. These areas are also good candidates for outsourced experts who can step in quickly:
Read More
While marketing and sales are not the same thing, like the two side rails of a ladder, climbing the rungs successfully requires both to be level, balanced, steadfast and sturdy. Marketing and sales need to work seamlessly together, are sometimes accomplished by the same team of professionals and generate one set of feedback from the… Read More
