by Liz Hecht | April 2017 | War Stories
A preliminary presentation to the board of a prestigious foundation does not go as well as planned because the principals of the investment firm insist on sticking to the script. The board members frequently interrupt the scripted presentation with questions. The... by Liz Hecht | April 2017 | Art & Science
Examples of the investment process in action can be risky in a new business presentation. Everyone knows of a situation where a key decision-maker reacts negatively to an example, causing a smooth-running presentation to sputter and run out of gas. Examples also carry... by Liz Hecht | April 2017 | War Stories
An institutional salesperson tells this story: At the conclusion of a strong presentation, a board member asks, “What part of your process is top-down versus bottom-up?” Instead of answering the question, the portfolio manager embarks on a 20-minute... by Liz Hecht | April 2017 | Art & Science
“I am rather inclined, personally, to believe that success depends on getting safely down.”―Sir Edmund Hillary As the first man to conquer Everest, Sir Edmund Hillary well understood the necessity for a successful round trip. Yet many portfolio managers, when...
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