by Liz Hecht | December 2011 | Practical Considerations
In This Issue: Marketing Lessons through Horse Trading | Presenting First or Last? | How We Decide Marketing and sales professionals, even veterans with decades of experience, can still learn vital lessons about their own discipline through everyday life.... by Liz Hecht | November 2011 | Communicating with Distinction
In This Issue: Books Created by Committee | The Entropy Factor | The Cost of Verbosity Why are so many presentation books for institutional asset managers so bad? These books are designed to guide, inform and serve as a tangible record of new business and client... by Liz Hecht | October 2011 | Presenting Performance and the Portfolio
In This Issue: Surviving Weak Numbers | The C-Word | Being Wrong How can investment companies insulate their businesses from experiencing the same ups and downs as their portfolios? The answer to this question is particularly important when the markets are prone to... by Liz Hecht | September 2011 | Selling the Investment Process
In This Issue: Learning from Experience | Sankofa Tales | The Blame Game Behind every great investment company there lies a story. I’m not talking about the required philosophy-process-people-performance story. That story is important and it must be told well.... by Liz Hecht | August 2011 | Presenting Performance and the Portfolio
In This Issue: An Obligation to Communicate | A Tale of Reach and Grasp | Eyefuls of Bark This issue of Excess Returns considers how some investment firms excel at communicating effectively when times are tough. We also provide a few topical favorites from our reading...
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