by Liz Hecht | April 2017 | Art & Science
We recently asked a top consultant: “How often does the “dark horse”—i.e., the unknown contender—actually win the business?” His answer, “surprisingly often,” holds hope for dark horses everywhere—as well as vital strategic lessons for big-name contenders. Let’s take... by Liz Hecht | April 2017 | Art & Science
Why the book plays a critical role in building assets The book should be: A framework to guide consistent delivery of your firm’s story A series of clear exhibits with the capacity to ignite intellectual understanding A body of evidence—other than performance... 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 | 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 | Art & Science
Attributes such as “performance” and “integrity” are prerequisites for your firm’s participation in a final. Yet many other factors generate the understanding and comfort required to bring home the business. Here are 10 attributes that... by Liz Hecht | April 2017 | Art & Science
Investment managers often emphasize that they don’t follow the crowd when it comes to investing. Alas, most investment firms do follow the crowd, slavishly, in the language they use to describe their competitive strengths. There is an old Texas saying, “My...
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