by Liz Hecht | April 2017 | War Stories
A friend recently told us this story: We had a big final presentation—a sizable mandate for a foundation. We worked hard to prepare, and I thought we did a pretty good job. To my surprise, on the plane back home, I happened to be seated next to a key decision-maker,... by Liz Hecht | April 2017 | Art & Science
Here’s our spin on comedian Jeff Foxworthy’s “You might be a redneck if…” series.* We call it “Research is a commodity if…” It is inspired by our suspicion that many investment managers do not treat market research as a... by Liz Hecht | April 2017 | War Stories
A Canadian plan sponsor told us this story at a conference: “The marketer for an investment company called to arrange a meeting with me. I told him I could give him 20 minutes. He showed up at my office and launched into a description of this new product his... by Liz Hecht | April 2017 | War Stories
During a final presentation to win a $100 million piece of new business, the marketer for an investment firm made the following statement several times: “We manage money for many organizations just like yours.” The marketer opened the presentation by... by Liz Hecht | April 2017 | Art & Science
If you often participate in new business meetings, you’ve probably found yourself in at least one of the following tough situations: How do we customize our presentation when we can’t find out anything about the prospect? There is so much information out there to help...
Recent Comments