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.
While sales and marketing may seem easy and straighforward, it is imperative that novices understand the nuiances that exist in the industry they are working within. The investment management arena is full of these potential obstacles and it is imperative that you understand the dos and don’ts if you want to be successful in raising assets.Read More
There are several criteria that ARK seeks in identifying high quality managers. Why? Because we know this is what the market seeks as well. Consider these profile attributes and determine if you meet all of them before engaging the institutional market.Read More
One of the most important jobs a 3PM has is to help its manager clients determine which investors would be most interested in their product offering(s). This will determine the distribution channels the 3PM will focus its efforts in. To determine this, we consider a variety of factors such as the product, the vehicle it is being offered in, the benefits and risks of the strategy, terms such as minimum account sizes and fees, tax implications and many more.Read More
We’ve never met a manager who was not ‘excellent’ at what they do. We’ve never met a manager who did not herald his/her performance as ‘top of the charts’, ‘best in class’ and ‘highly marketable’. We’ve never met a manager who couldn’t show a positive growth chart and identify at least one statistic in which they stand very well above their peer group. Given this, why is it that so many managers fail to thrive? We all know that this blame is generally passed to marketing. However we also all know that even the best sales person will struggle in selling a wet noodle. If the past few decades have taught us anything they’ve taught us a few core tenants that we believe are worth sharing with managers, no matter how good they are.Read More