What Best Practices Have Become Worst Practices?

How many of these 13 wholesaler “worst practices” is your sales team guilty of? Thank you calls, meeting follow up calls, and lunch meetings are just a few behaviors that may be due for a makeover, according to our friend MaryAnne Doggett at Interactive Communications. Read more »

Cambridge: Industry consolidation to continue in 2018

“Targeted acquisitions of smart beta firms, of managers able to outperform their index, and of active managers sheltered from the shift to passive will remain of interest. Transactional activity in non‐ traditional asset classes such as infrastructure, real estate, private debt and private equity will remain strong, and, possibly, we may even see increasing interest Read more »

Fighting the Tide: How Boutique Asset Managers Can Beat the Growth Barrier

Celera Systems recently conducted a webinar entitled “Optimizing for Growth.” The event was moderated by Dan Sondhelm from Sondhelm Partners. Panelists included Justin Bates of Swan Global Investments and Joe Childrey of Probabilities Fund Management. Below is a summary of the insight shared to dozens of mutual fund executives. It has been a challenging last Read more »

How to Allocate Your Budget for Growth in Three Steps

I see it all the time. Investment managers with good strategies and impressive track records just can’t seem to gain traction with institutional investors or financial advisors. Either firms have a tough time with distribution or senior management still holds on to outdated notions such as “if we build it, investors will come” and “good Read more »

Are You Giving Advisers What They Want?

When it comes to communications from asset managers, advisors want insights and marketing intelligence and opportunities to interact with portfolio managers and CIOs, not product pitches andcold calls. These are just a few of the key findings revealed in Giving Advisers What They Want, a new advisor research whitepaper written by Jeff Briskin of Briskin Read more »

25 Ways to Promote and Distribute Your White Paper

Let’s say you’ve just completed an educational white paper on a topic of clear and compelling interest to your existing and potential best new clients. How do you promote and distribute it? Do you put it in clear plastic and hang it on doors? Slide it under windshield wipers? Drop it from airplanes? Promoting a Read more »

Creating a Compelling Investment Story

Many asset management firms I work with ask me to review their marketing and sales strategies, pitchbooks, collateral materials and website content to find ways to improve them. Beyond the stale look, I often find “marketing symptoms” that point to a much larger malady—an outdated, undifferentiated, or poorly communicated investment story.To address these issues, I Read more »

Rethink Your 2018 Growth Strategy Now

Mutual fund flows are predictable. Fund flows tend to be largest in the beginning of the year when investors rebalance portfolios, invest bonuses and contribute to IRA’s after the holidays. If you have a good story to tell and have not yet developed your game plan to grow in 2018, you may miss some of Read more »

Four Ways to Handle Your Rogue Wholesalers

You have a great story, slow sales, and wholesalers running rogue. Yes, rogue. You are frustrated. Their production doesn’t justify your investment in their compensation and requests such as exhibiting at conferences and technology they don’t use. You don’t know how they spend their time or who they spoke to this month. Ugh! Instead of Read more »

Public Relations: Turning “Buzz” into New Business

While your firm’s direct marketing efforts are critical for generating inflows, an effective way to build the kind “buzz” around your firm that generates additional leads is through the savvy use of public relations (PR) strategies. As the number of boutique asset managers have proliferated over the years, it’s getting harder for even the best-performing shops Read more »