by Liz Hecht | May 2017 | War Stories
This is a true story told to us by a veteran institutional salesperson. His firm, let’s call it Global Insights (GI), did not make the finals for a presentation to a small Midwestern public fund. But at the last minute another firm dropped out and GI was invited...
by Liz Hecht | May 2017 | Art & Science
“The fundamental things apply as time goes by.”―Sam the pianist in Casablanca The CIO of one of our client companies recently asked the following question: “Do we have to include an investment philosophy exhibit in our book?” “Yes,” I told her,...
by Liz Hecht | May 2017 | Art & Science
I sometimes wonder whether our work with investment managers will lose its impact as our strategies for building assets become more widely known. How can we get results if all investment companies start implementing our advice on a consistent basis? Will the Alpha...
by Liz Hecht | May 2017 | War Stories
“Every battle is won before it is ever fought.”―From Sun Tzu, The Art of War Hot Dot Company entered an important finals presentation feeling confident. The firm’s numbers were not merely first-quartile but literally off the charts: a series of dots well above...
by Liz Hecht | May 2017 | Art & Science
Investment firms spend a lot of time, money and energy on their new business and client presentations. But business is mainly won or lost—and client confidence reinforced or compromised—during the Q&A after (or during) the formal presentation. To assess if you and...
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