Is a dedicated client-service professional worthwhile?
March 14, 2012 01:00:00 AMHow do you enter the institutional investment market?
November 30, 2011 12:00:00 AMWe 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 handle a plan sponsor's fee pressure?
November 16, 2011 12:00:00 AMThe importance of portfolio managers attending final presentations
October 12, 2011 01:00:00 AMHow do you encourage portfolio managers to attend final presentations?
How to communicate a stumble in performance
September 29, 2011 01:00:00 AMI 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?
The importance of asset class specialization
September 01, 2011 01:00:00 AMWhat's the value of a CAIA certificate?
August 24, 2011 01:00:00 AMOrganizations worth joining
June 15, 2011 01:00:00 AMAs a member of a marketing team at a money manager, there are three or four organizations to consider joining including AIMSE and PAICR.
Persistence key in calling consultants
May 18, 2011 01:00:00 AMThe 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.
Don't shortchange marketing in quest for client growth
May 11, 2011 01:00:00 AMClassic marketing strategies are important to best identify your sales prospects and zero in on potential new clients
What are the pitfalls to avoid when making a presentation?
April 27, 2011 01:00:00 AMP&I's resident expert Frank Minard of XT Capital offers advice on avoiding key pitfalls when making a presentation to a potential client.