by Liz Hecht | April 2017 | Art & Science
Examples of the investment process in action can be risky in a new business presentation. Everyone knows of a situation where a key decision-maker reacts negatively to an example, causing a smooth-running presentation to sputter and run out of gas. Examples also carry...
by Liz Hecht | April 2017 | War Stories
An institutional salesperson tells this story: At the conclusion of a strong presentation, a board member asks, “What part of your process is top-down versus bottom-up?” Instead of answering the question, the portfolio manager embarks on a 20-minute...
by Liz Hecht | April 2017 | Art & Science
“I am rather inclined, personally, to believe that success depends on getting safely down.”―Sir Edmund Hillary As the first man to conquer Everest, Sir Edmund Hillary well understood the necessity for a successful round trip. Yet many portfolio managers, when...
by Liz Hecht | April 2017 | War Stories
An investment firm for high-net-worth individuals recently made a presentation to an elderly couple representing a major piece of business. The investment firm made a point of showcasing its cutting-edge technology, emphasizing how account information would be...
by Liz Hecht | April 2017 | War Stories
A seasoned salesperson recalls the following question-and-answer session with a shudder. The president of a large corporate plan asked a reasonably simple question. Every member of the three-person presentation team proceeded to answer the question, each putting a new...
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