by Liz Hecht | April 2017 | War Stories
Incredibly, this is a true story told by a managing director for a hedge fund of funds. A salesman met with this woman and her associate, also a woman and a partner in the firm, with the goal of piquing their interest in a new fund. After shaking hands, these women... by Liz Hecht | April 2017 | War Stories
At a recent finals presentation, two investment firms presented to the board. The board cast seven votes, with three choosing one firm and three choosing the other based on the in-person presentation. The tie-breaker? A decision based solely on the book—by a board... by Liz Hecht | April 2017 | War Stories
A friend recently told us this story: We had a big final presentation—a sizable mandate for a foundation. We worked hard to prepare, and I thought we did a pretty good job. To my surprise, on the plane back home, I happened to be seated next to a key decision-maker,... by Liz Hecht | April 2017 | War Stories
A Canadian plan sponsor told us this story at a conference: “The marketer for an investment company called to arrange a meeting with me. I told him I could give him 20 minutes. He showed up at my office and launched into a description of this new product his... by Liz Hecht | April 2017 | War Stories
During a final presentation to win a $100 million piece of new business, the marketer for an investment firm made the following statement several times: “We manage money for many organizations just like yours.” The marketer opened the presentation by... by Liz Hecht | April 2017 | War Stories
Two firms with a similar investment style and comparable performance were competing for the attention of a prominent investment consulting firm. One firm, Company A, got to know the consulting firm in depth, meeting often with consultants as well as research analysts...
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