We 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.

How do you encourage portfolio managers to attend final presentations?

I run the client service team for a midsize investment management firm in the U.S. The performance on our flagship product over the past 12 months has really deteriorated compared with our benchmark and other managers with the same strategy and management style. My boss, who runs the firm, doesn't think it's a real problem and doesn't want my team talking with the clients about it for fear they will get nervous and want to remove us. What do I do?

As a member of a marketing team at a money manager, there are three or four organizations to consider joining including AIMSE and PAICR.

The key is to be persistent, without being obnoxious or so annoying that the consultant doesn't want or feel obligated to return your call or your e-mail.

Classic marketing strategies are important to best identify your sales prospects and zero in on potential new clients

P&I's resident expert Frank Minard of XT Capital offers advice on avoiding key pitfalls when making a presentation to a potential client.