The eighth tip to maximizing your marketing and sales effort according to The Road to AUM: Driving Assets Under Management through Effective Marketing and Sales, is to understand the Importance of Integrity In the sales process. To get hired by institutions, a manager must demonstrate sufficient depth and consistency in team and track record, over a long enough period of time to be considered a viable candidate. Why? Because performance rarely if ever holds up without a solid infrastructure behind it. Thirty-six months is a minimum in most cases and that presumes everything is in place: (1) the firm has a viable team (not a sole proprietor); (2) there has been ideally no—but certainly no major—turnover; and (3) the track record shows consistent application of the process and enough time to see how it invests AND how it divests—how it exits positions and performs in regards to turnover, dispositions, etc. Institutions want to see transparency, honesty and consistency along the way.
02. November 2018 Top 10 Tips Series 0