by Liz Hecht | May 2011 | Preparing Effectively
In This Issue: In the Zone | Mind Gym | Singles, Doubles and … You’re Out! Investment companies frequently hire professional trainers or coaches to improve their new business presentations and raise their closing ratios. This issue of our newsletter explores how... by Liz Hecht | April 2011 | Communicating with Clients
In This Issue: The Role of Research | How Can We Serve You Better? | Thanking Participants In getting to know an investment firm, we always ask if there is any market research that would be useful in our work. Almost invariably and paradoxically, the answer in some... by Liz Hecht | March 2011 | Sharp Audience Focus
In This Issue: Steady, Consistent Aim | Funding What? | Selling Snake Oil Institutional investment firms have intensified their target marketing efforts—developing white papers and website modules, for example, focused on public pension plans or endowments and... by Liz Hecht | February 2011 | Presenting Performance and the Portfolio
In This Issue: The Story Behind the Numbers | The Performance Guy | Hasta La Vista! Performance is key to understanding any investment product. So why is performance often treated as an afterthought in investment marketing materials—buried at the tail end of a pitch...
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