Top 10 Reasons Why Investment Managers Win Business

Attributes such as “performance” and “integrity” are prerequisites for your firm’s participation in a final. Yet many other factors generate the understanding and comfort required to bring home the business. Here are 10 attributes that will help your company translate new business opportunities into assets under management:

1. The energy and enthusiasm presenters have for the investment strategy and their role within the proposed relationship.
    
2. Genuine camaraderie among the presenters, lending substance to the claims of teamwork made by all investment managers.
    
3. A strong client list, especially clients representing organizations that the new business prospect will recognize and respect.
    
4. Customization through comments that directly address the goals of the audience and show that you have done your homework.
    
5. Humility, or being able to convey knowledge and experience, even to a relatively unsophisticated audience, without arrogance or condescension.
    
6. Distinctive competitive advantages clearly communicated.
    
7. An understandable investment process — the foundation for repeatable performance.
    
8. Concise delivery, allowing the audience to remember your competitive advantages and investment process.
    
9. Thoughtful Q&A responses characterized by on-point answers without rambling or defensiveness.
    
10. Preparation to ensure that you are concise and present well as a team. Even one dry run (we recommend two, when possible) can make all the difference between new assets or wasted plane fare.
     

Based on win/loss research by Alpha Partners