In regards to timing, it has become commonplace for managers to produce monthly performance updates on their strategies, regardless of the liquidity of the strategy and product structure in which it is sold. Quarterly is simply a long time in today’s 24/7/365 world. More detailed, qualitatively driven materials may still be produced quarterly. Regardless of which timeframe you commit to, all materials must be produced and disseminated as close to month/quarter end as is feasible.Read More
The markets have been volatile as of late. What does this mean for ongoing marketing efforts? Institutional research professionals, particularly those closer to client contact, often indicate that managers and marketers alike needed to exhibit greater sensitivity to what their day to day struggles are. What are the Institutional research professionals you are marketing to faced with? What deadlines and priorities do they have?Read More
The shift from active to passive investing continues to drive significant change for sales and marketing into the new year. Very recently, I had the pleasure of interviewing Sandra Powers-Murphy and Donna DiMaria to discuss what marketers can do to grow AUM in this very challenging environment.Read More
As the financial services world continues its slow crawl into the digital age, boutique asset management firms and mutual fund companies are facing new challenges in marketing and growing their businesses. Many firms have reached a critical juncture in their marketing efforts where they must decide between what is easy and inexpensive but no longer effective, and what is more expensive and more difficult to implement but more cost effective in generating quality leads and converting them into qualified prospects. In the digital age, that will be the difference between firms that are forced to exit their businesses and firms that survive and flourish.Read More
Certainly, a case can be made that salespeople have the toughest job in an asset management firm. Amid constant pressure from management to produce and natural resistance from prospects, they spend their days calling and trying to covert leads into prospects. They schedule, conduct and follow up with meetings, orchestrate the team to bring to the table, and travel extensively.Read More
Firms are constantly contending with resources. Who should we hire and when? What can we outsource and will that work? The one surety is change. The firm’s needs will change as it grows. The firms desire for control of resources v. the value add they can provide will also change overtime. Here are some key questions firms should ask prior to making resource commitments, whether internal or external.Read More
Investment managers have an amazing opportunity through technology in the 21st century; technology has leveled the playing field in a way never seen before. Today, a one person investment management shop can compete for attention with a 500 person global organization through the power of technology. At least in regards to ‘being seen’ and ‘being heard’, managers have the opportunity to tell their story more efficiently and more broadly than ever before.