Excess Returns Archive

Communicating with Clients

Dear Investor
What Clients Want
Escape from “The Land of Anecdote”

Communicating with Distinction

Quantity Over Quality?
The Shape of Your Presentation
Selling through Education
Why Brevity Wins Business
What Clichés Say About Your Company
Memory and Marketing
How to Enhance Your RFP Library
Who Follows Thought Leadership?
Everything and the Kitchen Sink

Competitive Differentiation

Know Thy Competitors
The Toughest Question

Philosophical Beliefs

How to Be More Active
Benchmark Atheists
Investment Beliefs and Marketing
The Marketing Power of Themes
Conviction = Credibility

Practical Considerations

Presenting with an Interpreter
An Underutilized Marketing Strategy
The Lessons of Investment Fraud
What’s the Plan?
Investment Marketing 1.0
Brother, Can You Spare Some Time?
The Cost of Carelessness
Retail Versus Institutional Marketing
The Rewards of Discipline
Horse Trading Lessons

Preparing Effectively

How to Excel During Q&A
Presentation Lessons from the Fed
Preparing to Present
Myths and Misperceptions
The Perfect Score
Feeding the Elephant
The Highest Bar

Presenting Performance and the Portfolio

Proof Beyond Performance
What’s in the Portfolio?
Insulation Against Poor Performance
Hope for Sisyphus
When Last Should Come First

Selling the Investment Process

Communicating About Investment Risk
Thinking Outside the Funnel
The Power of Examples
Telling the Real Story
The Downside of Bottom Up

Selling the Organization

Who Are Your People?
Foxes Versus Hedgehogs
The Greater Whole
Branding for Investment Companies
A Different Kind of Due Diligence

Sharp Audience Focus

Consistency and Customization
When Target Marketing Misses the Mark