A key component of long-term success is consistency. Institutional research professionals have enough experience to know how true this is. Here are the questions that institutions are asking themselves over time: How long will the firm keep pinging us? Will they send something value-added beyond the norm that we can sink our teeth into, learn from and utilize in our own work? Are they consistently pleasant, present and accountable as market conditions change? Institutions are already invested. They are not starting with a blank canvas. They have managers that they themselves have selected and entrusted with firm assets. They have long-term capital commitments to specific strategies and structures. Managers who understand that the game is often one of replacement searches first and foremost, are better equipped to tolerate, and survive, the long road to assets under management. Make sure that the firm Is showing up and following up consistently.