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Jul 10, 2020

Product development – innovation remains the key to success

Despite the fact the markets have largely recovered most of their losses from late Q1, it is likely the rest of 2020 will remain challenging for passive and active managers alike. A variety of product wrappers, including traditional mutual funds, passive and smart beta ETFs, and SMAs will be tested. Already, there are once again calls to examine whether traditional mutual funds that invest in hard-to-trade assets such as high yield bonds should allow daily investor withdrawals.

Mar 11, 2019

Looking to the future: three things we can expect from DCIO Distribution teams in 2019 and beyond

The defined contribution market is not immune to the disruption facing the asset and wealth management industry.

Mar 8, 2019

ETFs – Looking into the future

Well, it’s not often that I return from a conference with the distinct sense that a sea change may be upon us, but that is exactly how I feel as I reflect upon the annual Inside ETF conference.

Feb 1, 2019

Slow & steady wins the race when approaching your data analytics strategy

Firms want to win the data game. Fast. All too often we see firms sprint ahead to invest in a data analytics platform without first having a holistic data strategy in place.

Sep 19, 2018

Marketers: Focus on building strategic relationships with account-based marketing

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.

Jul 30, 2018

Everyone knows sales organizations must modernize, but what does that mean?

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.

Jul 17, 2018

What advisors expect from sales and marketing

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. 

Jul 9, 2018

Six more sales skills for a changing world

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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