by Liz Hecht | April 2017 | War Stories
An investment firm spent several days preparing an important new business presentation. The Portfolio Manager and Director of Marketing slaved over the book, rewriting it several times as they rehearsed its delivery page by page. On the day, the Director of Marketing...
by Liz Hecht | April 2017 | War Stories
It is the end of a big final presentation. You feel that you and your team have done quite well. In departing a crowded room, you shake many hands and make eye contact with many key people. But somehow, in the press of people at the door, you neglect to say good-bye...
by Liz Hecht | April 2017 | Art & Science
Client service can drive the profitability of an investment organization, making the good times better and dampening the effects of underperformance or organizational instability. We offer the client service questions below as food for thought and to help prepare for...
by Liz Hecht | April 2017 | Art & Science
Many years ago, I gave an important client presentation that went all wrong. Not because I was ill-prepared. Or lacking in confidence. It all went south in large part because of where I was positioned in the room—right across the conference table from a Stoneface. You...
by Liz Hecht | April 2017 | War Stories
A preliminary presentation to the board of a prestigious foundation does not go as well as planned because the principals of the investment firm insist on sticking to the script. The board members frequently interrupt the scripted presentation with questions. The...
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