by Liz Hecht | April 2017 | War Stories
Three investment firms, all with strong performance track records and the ability to screen for socially responsible investments, competed for a religious foundation investment mandate. Finalist #1 described the socially responsible screening process—without specific... by Liz Hecht | April 2017 | Art & Science
We recently asked a top consultant: “How often does the “dark horse”—i.e., the unknown contender—actually win the business?” His answer, “surprisingly often,” holds hope for dark horses everywhere—as well as vital strategic lessons for big-name contenders. Let’s take... by Liz Hecht | April 2017 | War Stories
Incredibly, this is a true story told by a managing director for a hedge fund of funds. A salesman met with this woman and her associate, also a woman and a partner in the firm, with the goal of piquing their interest in a new fund. After shaking hands, these women... by Liz Hecht | April 2017 | Art & Science
Why the book plays a critical role in building assets The book should be: A framework to guide consistent delivery of your firm’s story A series of clear exhibits with the capacity to ignite intellectual understanding A body of evidence—other than performance... by Liz Hecht | April 2017 | War Stories
At a recent finals presentation, two investment firms presented to the board. The board cast seven votes, with three choosing one firm and three choosing the other based on the in-person presentation. The tie-breaker? A decision based solely on the book—by a board...
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