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... by Liz Hecht | April 2017 | War Stories
Two firms with a similar investment style and comparable performance were competing for the attention of a prominent investment consulting firm. One firm, Company A, got to know the consulting firm in depth, meeting often with consultants as well as research analysts...
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