Ask the Expert
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How to convince management of the need to improve client servicingHow can I convince my senior management that we need to improve our client servicing?
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Is a move to client servicing from the investing side realistic?A move to marketing/client servicing from the investing side of a money management firm can be done, but there are a few issues to be considered first.
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Who should describe investment strategies in marketing materials?Who should have the ultimate responsibility for describing the investment philosophy and investment processes in our marketing materials and RFPs
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Is a dedicated client-service professional worthwhile?We 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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How much knowledge should sales staff have in every investment product?Our firm has six different equity products, both domestic and international. How much knowledge should I require my sales and consultant relations people to have about each of these products?
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Should investment managers host client conferences?Client 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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Calculate added value for clients considering shifting assets to index fundsWe 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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How to communicate with clients when investment professionals leaveTwo 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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How to communicate with clients when investment professionals leave
Two 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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Ask the Expert: The role of technology in presentationsIn 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?