Put Clients at the Center of Your Business and Your Tech Stack

January 12, 2021

The pandemic ushered in a new age of technology in the investment management industry. Even firms that had been resistant to digitalization became suddenly, and acutely, aware of existential business risks that could be managed only through digital means. Investment management marketing teams began taking a hard look at their tech stack. A surge of quick pivots followed as firms scrambled to adopt new tools, change processes, and streamline operations to ensure business continuity.

These adaptations are particularly crucial for preserving relationships between advisors and wholesalers. According to research from Broadridge, 22% of advisors found wholesalers to be less helpful during the pandemic, and 32% have decreased their reliance on wholesalers over the past two years.

Are Data Bottlenecks Impacting Your Bottom Line?

November 30, 2020

Data fuels all marketing, sales, and client service operations. It is the key component to a successful strategy and positive inflows. In this Iris piece, Emilie Totten explains how data governance and enterprise data management optimize the usage of this performance data. A lack of formal data governance leads to labor-intensive processes and distribution risks. For asset managers, building relationships and driving inflows are imperative for competition in this post-Covid environment.

An Effective Pitchbook Strategy for Investment Managers

September 17, 2020

The first and most important step in outlining a successful pitchbook strategy is to determine each department’s unique needs. A winning strategy will consider sales, marketing, and compliance teams’ priorities. However, alignment between these departments is often missing. This news piece by Synthesis Technology is featured on Iris and highlights key requests from each department in order to maximize the value of their pitchbook program.

Here are a few examples of what each team values:

Sales Teams

Customization
Client-centricity
Integration with sales systems
Up-to-date materials

Marketing Teams

Branding and design
Data automation for materials
Reporting and analytics
Availability of materials

Compliance and Legal Teams

Standardized materials
Compliance workflows
Accurate and time-appropriate data
Disclosure management

Moving From Pitch to Value-Add

July 31, 2020

The environment and method for wholesalers and advisors communicating with investors have changed, and it will never go back. In order to win new business today, here are a few strategies to consider:

Deliver Critical Performance Data Faster
Change The Hat(s) You’re Wearing
Become A Thought Leadership Ambassador
Think Outside The “Investment Box”
Leverage Technology To Deliver More Personalized Contacts
Explore All Possibilities Through Collaboration

This latest article by Emilie Totten published in MFWire.com provides insights into how these strategies for investor communications will streamline processes and help close more deals.