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Feb 11, 2021

Innovation – Providing certainty in an uncertain world

We have written extensively about the importance of asset managers’ ability to provide products that are unique and differentiated. This is likely to be especially true as we begin 2021, a year that will probably continue to be characterized by a high degree of uncertainty, which may weigh heavily on investors and their advisors. 

Dec 16, 2020

What changes are asset managers planning to make to wholesaler compensation?

Most asset managers recognize that their current compensation schemes are outdated.  Gross sales commissions do not adequately reflect the health of the business and are falling out of favor as the driving metric for sales success.  In addition, the past few months have seen a catalyst in advisor interest in—and even demand for—remote engagements with asset manager sales teams, which have highlighted that the metrics used to evaluate activity must also change.  Our recent survey shows 56% of asset managers are considering changes to their compensation structures and nearly every asset manager is rethinking how to measure sales success. 

Apr 1, 2020

Digital transformation in the Insurance industry: are you there?

The insurance industry is powered by vast and growing volumes of data and stands to benefit from eliminating the manual processes and workflows that other industries have already replaced.

Dec 30, 2019

Top blog posts of 2019

As we wrap up 2019, we invite you to join us in looking back at our most-read blog posts from this past year. In chronological order, here’s the list for 2019. We look forward to sharing more content and more conversations in 2020. Happy New Year!

Jul 26, 2019

Is your content strategy delivering business impact?

Do you know if your content strategy is delivering business results? When we asked chief marketing officers what their top challenges were to implementing their content strategies, their responses revealed that they weren’t sure. Content teams are creating too much unused content, aren’t able to create timely content, and don’t know which content is effective. With more than $1 of every $10 marketing dollars spent on content development and production, it’s essential to know what return you are getting on your investment.

Jul 10, 2019

Transforming client communications from a cost center to a competitive edge

With high churn rates and so many asset managers aggressively competing for your clients, the quality of client communications is crucial to your firm’s brand differentiation and client retention. Today’s investors want your appraisal of what is happening in the market and what you’re doing to help them as individuals to achieve the best outcomes.

Jun 17, 2019

Divisional sales spotlight - technology, teams and talent

Divisional sales managers play a key role within asset management distribution teams. With the rise of data-driven client engagement models, asset managers are increasingly adopting innovative and flexible sales structures in order to meet advisors’ needs more efficiently and effectively.

Dec 14, 2018

Advisor discretion and why it matters to digital marketing

It’s more important than ever for sales and marketing teams to know who their advisors are – and that includes knowing how they make investment decisions. Over the past few years, regulatory and economic pressures have driven big change in the business models and practices of financial advisors.

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