by Liz Hecht | April 2017 | War Stories
An investment firm we know rehearsed delivery of its story, using the book, for a two-hour presentation. As the portfolio manager and co-portfolio manager began telling the story they had rehearsed, moving from page to page of the book, the most influential member of... by Liz Hecht | April 2017 | War Stories
An investment firm spent several days preparing an important new business presentation. The Portfolio Manager and Director of Marketing slaved over the book, rewriting it several times as they rehearsed its delivery page by page. On the day, the Director of Marketing... by Liz Hecht | April 2017 | War Stories
It is the end of a big final presentation. You feel that you and your team have done quite well. In departing a crowded room, you shake many hands and make eye contact with many key people. But somehow, in the press of people at the door, you neglect to say good-bye... by Liz Hecht | April 2017 | War Stories
A preliminary presentation to the board of a prestigious foundation does not go as well as planned because the principals of the investment firm insist on sticking to the script. The board members frequently interrupt the scripted presentation with questions. The... by Liz Hecht | April 2017 | War Stories
An institutional salesperson tells this story: At the conclusion of a strong presentation, a board member asks, “What part of your process is top-down versus bottom-up?” Instead of answering the question, the portfolio manager embarks on a 20-minute... by Liz Hecht | April 2017 | War Stories
An investment firm for high-net-worth individuals recently made a presentation to an elderly couple representing a major piece of business. The investment firm made a point of showcasing its cutting-edge technology, emphasizing how account information would be...
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