Four Ways to Build a Sustainable, Winning Distribution Model

Posted by Jason Brown on Tue, Apr 09, 2019

I don’t make it a regular practice to feature the work of my competitors in this blog. But after reading the recent Distribution 2.0 whitepaper from Casey Quirk, I wanted to respond to a thought-provoking graphic that they shared. The graphic, shown below, looks at the six-year trend in asset management marketing and sales headcount, expense, and net contributions. In summary: the picture isn’t pretty.


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Why You Might Be Impeding Your Organization’s Analytics Success (Or, a Brash Memo That I Never Sent)

Posted by Rubesh Jacobs on Fri, Jun 08, 2018

I wrote this memo to a C-level client and (thankfully) never hit the send button. After you read it, I’m sure you’ll agree that coaching and feedback discussions are best had in person. Later, I did exactly that in a casual setting, but nonetheless wanted to share the memo, which offers my views on how leaders can accelerate that analytics capability:

 


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Your Advisor Segmentation Is Broken. Here's How to Fix It.

Posted by Jason Brown on Wed, Mar 07, 2018

I was talking with a marketing leader the other day who told me that her firm was embarking on its fourth attempt at advisor segmentation in the past three years. It had gotten so bad that they were no longer using the word “segmentation” within the firm, she said. Instead, they talked about “advisor archetypes” or “advisor partitioning” to avoid the skeptical eye of leadership.


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What Asset Managers Can Learn From Pharma About Product Launches

Posted by Brian Keating on Mon, Feb 26, 2018

How quickly an ETF, mutual fund or other investment vehicle reaches peak market share can have a massive impact on a company’s bottom line. In fact, according to ZS’s analysis of mutual fund launches between 2002 and 2012, reaching peak market share in 24 months instead of 36 could generate an additional $5 million in revenue for the average new fund, and up to $50 million for some larger funds in the first 36 months alone. But one question remains: How can we accelerate growth?


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Recipes for Success: How to Connect With Advisors and Build Champions for Your Firm

Posted by Ekaterina Mamyshev on Thu, Jan 25, 2018

If asset managers want to be effective with advisors in today’s competitive and changing environment, it’s important for them to personalize the advisor experience in ways that create value for the advisors. It’s easy enough to say that—nearly all asset managers would agree—but it’s much harder to know how to do this, or what good looks like. Similarly, you might ask if it’s possible to create value in different ways, or if there’s one optimal recipe for successful advisor interactions.


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