Wooing the Gatekeepers the VIP Way

A growing number of fund companies realize that Registered Investment Adviser (RIA) firms are the future of the intermediary business. This is a challenge for fund distribution teams, since traditional product-focused email marketing campaigns and wholesaler “greet, meet and eat” strategies that work in broker/dealers don’t align with a business model where fiduciary responsibilities, rather than commissions, guide investment recommendations. Dan Sondhelm discusses the opportunity in Nasdaq.

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