by Liz Hecht | May 2017 | War Stories
Alpha-Beta Company hired a veteran research firm to conduct win/loss interviews. Unlike many such research initiatives, Alpha-Beta wisely chose to focus on both wins and losses. (Some investment firms incorrectly believe that one learns primarily from failure. At... by Liz Hecht | May 2017 | Art & Science
You are giving a new business presentation, and it seems to be going well. But suddenly a key decision-maker leans forward and asks, with sharp skepticism: That’s all well and good. But tell us, please, what makes your firm any different from the other firms... by Liz Hecht | May 2017 | War Stories
“Be kind, for everyone you meet is fighting a great battle.”*―Philo of Alexandria Two asset management firms were competing for a sizable investment mandate—a piece of business significant not merely in terms of revenues, but also for what it would mean in enhanced... by Liz Hecht | May 2017 | Art & Science
Brevity will always be “the soul of wit” (Hamlet). In the modern world, brevity also has become a scarce and highly valued form of courtesy. In final presentations, or in client and consultant meetings, representatives of investment management firms... by Liz Hecht | May 2017 | War Stories
“The presentation is yours to lose,” an investment company was told going into a finals presentation. The presenters had every reason to feel confident. The performance numbers were excellent, and the company had recently hired a presentation coach* to...
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