by Liz Hecht | April 2017 | Art & Science
If you often participate in new business meetings, you’ve probably found yourself in at least one of the following tough situations: How do we customize our presentation when we can’t find out anything about the prospect? There is so much information out there to help...
by Liz Hecht | April 2017 | War Stories
Two firms with a similar investment style and comparable performance were competing for the attention of a prominent investment consulting firm. One firm, Company A, got to know the consulting firm in depth, meeting often with consultants as well as research analysts...
by Liz Hecht | April 2017 | Art & Science
Attributes such as “performance” and “integrity” are prerequisites for your firm’s participation in a final. Yet many other factors generate the understanding and comfort required to bring home the business. Here are 10 attributes that...
by Liz Hecht | April 2017 | War Stories
An investment firm we know rehearsed delivery of its story, using the book, for a two-hour presentation. As the portfolio manager and co-portfolio manager began telling the story they had rehearsed, moving from page to page of the book, the most influential member of...
by Liz Hecht | April 2017 | Art & Science
Investment managers often emphasize that they don’t follow the crowd when it comes to investing. Alas, most investment firms do follow the crowd, slavishly, in the language they use to describe their competitive strengths. There is an old Texas saying, “My...
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