Ask the Expert

  1. How to convince management of the need to improve client servicing

    trueHow can I convince my senior management that we need to improve our client servicing?

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  1. Who should describe investment strategies in marketing materials?

    trueWho should have the ultimate responsibility for describing the investment philosophy and investment processes in our marketing materials and RFPs

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  2. Is a dedicated client-service professional worthwhile?

    trueWe are a relatively small investment management firm that has always had at least 3 salespeople who do just about everything. My worry is that they are spending all of their time travelling and trying to bring in new accounts and the clients are really getting neglected. What are some of your ...

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  3. Should investment managers host client conferences?

    trueClient conferences can be very effective in communicating and networking with customers. But they can be very expensive and demand a lot of staff time.

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  4. Calculate added value for clients considering shifting assets to index funds - Pensions & Investments

    trueWe are a long-only equity manager investing in U.S. small-cap stocks. While our performance has been above the benchmark over the long term, one of our clients believes they should move their assets into an index fund that replicates the Russell 2000. How can we demonstrate that our active ...

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  5. How to communicate with clients when investment professionals leave

    trueTwo members of our four person midcap equity team just resigned. Do you have any suggestions regarding what we should do and what message we should communicate to clients and consultants?

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  6. The role of technology in sales presentations

    trueIn your last column, you were discussing “new business” presentations and the use of marketing materials, specifically “flipbooks” and PowerPoint presentations. What do you think the role of technology should be in these presentations with prospective clients?

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  7. How to set sales expectations

    trueI am in discussions with an investment manager about taking a new sales position. I want to be sure the head of the firm (my future boss) and I agree upon her expectations of me. Do you have any suggestions?

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  8. How can we liven up sales presentations?

    trueWe are a traditional equity manager in the U.S. public markets. I am sure we are not alone here, but it has been really difficult getting meetings with prospective clients. When we do, I want our presentation to be at least memorable and at best interesting enough to keep the relationship alive. My ...

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  9. When to reconnect with former clients

    trueHow long should we wait before reconnecting with a fund sponsor who terminated us from our only role with them?

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  10. Why do my introductory e-mails to pension executives fail?

    trueI have been sending out introductory e-mails about our firm and our products to our target market, the small to midsize public pension funds, and I never get any response. I know everyone is busy and there are many people out there like me trying to establish a relationship, but could you please ...

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  11. How to build strong business friendships with clients, consultants and prospects

    trueA prominent pension fund executive was once asked: “With all of the people that want to meet with you, how do you decide which ones to see?” She responded: “I take meetings with my friends.” The obvious issue, then, is how do you become a friend when so many of your competitors are trying to do the ...

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  12. Suggestions for generating business with small pension funds

    trueI enjoyed your recent column on P&I Online. Please let me know if you have any other suggestions or recommendations to break in to the institutional market. I manage a registered investment adviser firm that is primarily an asset management firm. We have original research and analysis with good ...

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  13. How do you enter the institutional investment market?

    trueWe have historically distributed our investment products through various private wealth management platforms. We believe now is a good time for us to begin to sell directly to institutional investors, but we're not sure how we should start.

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