by Liz Hecht | May 2017 | War Stories
This is a true story told to us by a veteran institutional salesperson. His firm, let’s call it Global Insights (GI), did not make the finals for a presentation to a small Midwestern public fund. But at the last minute another firm dropped out and GI was invited...
by Liz Hecht | May 2017 | War Stories
“Every battle is won before it is ever fought.”―From Sun Tzu, The Art of War Hot Dot Company entered an important finals presentation feeling confident. The firm’s numbers were not merely first-quartile but literally off the charts: a series of dots well above...
by Liz Hecht | May 2017 | War Stories
Alpha-Beta Company hired a veteran research firm to conduct win/loss interviews. Unlike many such research initiatives, Alpha-Beta wisely chose to focus on both wins and losses. (Some investment firms incorrectly believe that one learns primarily from failure. At...
by Liz Hecht | May 2017 | War Stories
“Be kind, for everyone you meet is fighting a great battle.”*―Philo of Alexandria Two asset management firms were competing for a sizable investment mandate—a piece of business significant not merely in terms of revenues, but also for what it would mean in enhanced...
by Liz Hecht | May 2017 | War Stories
“The presentation is yours to lose,” an investment company was told going into a finals presentation. The presenters had every reason to feel confident. The performance numbers were excellent, and the company had recently hired a presentation coach* to...
by Liz Hecht | April 2017 | War Stories
Three investment firms, all with strong performance track records and the ability to screen for socially responsible investments, competed for a religious foundation investment mandate. Finalist #1 described the socially responsible screening process—without specific...
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