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: Why Target Marketing Often Misses the Mark | 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... by Liz Hecht | February 2011 | Presenting Performance and the Portfolio
In This Issue: When Last Should Come First | 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... by Liz Hecht | January 2011 | Selling the Investment Process
In This Issue: Why the Macro Matters | The Cost of Jargon | Down the Hatch? The potential portfolio impact of market or top-down forces is a legitimate concern among many investors. Yet some investment professionals fail to address this topic effectively—even during... by Liz Hecht | November 2010 | Excess Returns, Template
In This Issue: First Section | Second Section | Third Section This is the introduction paragraph. It will typically be a couple of sentences. Make sure “Excess Returns” is italicized. Copy and paste the introduction into the “Excerpt” section...
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