I’ve been in the computer-driven publishing industry my entire working life. For better or worse, that’s going on 30 years and six firms worth of experience building and selling systems to support the print (or print-like) communications needs of large businesses selling or supporting high-value goods and services. I’ve worked with Airlines, Pharmaceuticals, Auto Parts, Reference Publishers, Military, and Financial business. All have significant data-and-rules driven content publishing needs, including well-designed print artifacts. Supporting publishing in the financial services world makes up a majority of this experience, but we gain wisdom by understanding similarities and differences between multiple business sectors and markets.
For 87.3% of my long and illustrious career in supporting print communications, people have taken the position that Print is Dead… or soon will be. While there are specific examples and versions of this narrative that are true, I’m here to talk today about where and why it is not true!
In the world of financial product sales, the quality of your pitchbooks can either make or break you. In order for salespeople to deliver great presentations, it’s important to have an effective pitchbook strategy that runs like a well-oiled machine. If your strategy isn’t refined, you run the risk of sending out sloppy presentations that can damage your brand image, or worse, result in non-compliance.Read More
Understanding the challenges asset managers and their salespeople face in generating leads and winning new business has always been a key driver of our product development and enhancement efforts.
But the conversations we’ve been having with these firms have radically changed since the COVID-19 crisis began. The volatile market environment, in combination with the embargo on in-person meetings, has pushed typical product-and-performance meetings to the backburner. Sales teams have replaced lunch-and-learns and walk-in visits with digital marketing campaigns and Zoom sessions. As a result, wholesalers have had to find innovative ways to keep financial advisors engaged, many of whom are struggling with similar client acquisition and retention challenges.
I had conversations this week with two new prospective investment management clients. Each expressed a “scaling problem” with marketing efforts as being their chief reason for looking into document and data automation.
I very much like that phrase. It’s straight out of my pitchbook on how a solution like Synthesis solves problems with scaling investment management marketing. I usually define a scaling problem as:
The point in time in which either the number of documents, users, staff required, or variety of documents to meet the communication needs has passed some tipping point.
My takeaway from these two conversations is quite interesting. Although each firm was experiencing valid issues, the firm profiles and the scope of their work was vastly different. The key to efficient and profitable growth is scalability.Read More