The asset management industry is quickly evolving. To survive, change is necessary. But, if you think you have to be more like Amazon, Google or Facebook to be innovative, you’re thinking about it all wrong. You are not competing against Silicon Valley (at least not yet), so stop comparing yourself to Silicon Valley.
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What is the future of distribution for asset management organizations? We posed this question to attendees of our 2018 Distribution Summit in New York.
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As home office relationships become more powerful, national account teams at many asset management firms are naturally becoming more important as well. Yet at most firms, initiatives to work with these national (also known as key or strategic) accounts are poorly coordinated.
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The continued growth of fee-based business and managed accounts, increasing use of model portfolios and evolving advisor value proposition are forcing sales management to rethink how advisor relationships are built, nurtured, and managed in their effort to drive organic growth and manage a profitable business.
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For asset managers, digitizing the relationship with advisors is important, but it is not the end-all and be-all. It won’t turn asset management firms over on their heads. At least not yet. Digital is a piece of the relationship that advisors form with your firm.
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As the advisory landscape changes, asset management distribution is also evolving to match advisors’ shifting priorities. A key consideration for modern asset management sales leaders is making sure their salespeople are equipped with the skills they need to keep pace with change and prepare their organizations for the future.
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At our recent Product Roundtable event, a number of key trends were discussed – all of which are making the daily lives of Product Management, Development, and Strategy teams increasingly complicated. Furthermore, if the conversations are any indicator of where the industry is going, the rate of change is unlikely to slow at any point in the near future.
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At our recent Distribution Strategy roundtable, Distribution leaders had differing opinions on where their focus would be in the next 3-5 years: some plan changes to product offerings, others want to improve their technology acumen, and others plan to change their approach to customers.
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