Preparing For Asset Raising In A Post-Pandemic, Recessionary World
Harnessing Your Investment Opinions As A Key To Marketing Your Strategy To Investors
Wednesday, August 26, 2020 - Online
1pm ET / 10am PT / 6pm GMT
30-45 min. session, depending on Q&A length
Welcome to the fourth of a series of AlphaWeek webinars that will offer insights and tips to prepare money management firms for improving their abilities to out-market competitors and attract assets from sophisticated investors in the coming post-pandemic, recessionary world.
For this series of asset raising webinars AlphaWeek has partnered with Bruce Frumerman, CEO of the 32-year-old financial communications and sales marketing consulting firm Frumerman & Nemeth Inc. Their work has helped money management firm clients attract over $7 billion in new assets yet they are not third-party marketers.
Handling communication and sales better than your competition is often the Achilles heel of firm owners. Many investment managers are doing a poor job of explaining beyond-the-numbers about how they invest, and these are the very points investment committee members talk about in semifinals and finals considerations for allocating to one money manager rather than to competitors with similar performance.
Opinions matter more than ever. What people are buying into are your opinions. Your numbers and other objective data are really just information that in reality only support the veracity of your opinions and one of the biggest opinions you have is about the process you chose to follow in your investing and that opinion is what all of you have bet your livelihood on.
In this webinar, attendees will gain insights about, and learn tips for, harnessing and applying their investment opinion-based information throughout the selling cycle in seeking to raise assets from sophisticated investors.
a message from Frumerman & Nemeth CEO Bruce Frumerman
In these unprecedented times there is, temporarily, no business as usual. Many institutional investors have put their in-the-works portfolio manager due diligence efforts on hold. They are suffering too many distractions for them to even consider their pre-pandemic backlog of requests from new managers wanting to pitch for their business.
What can be a productive use of the time for money management firm owners in planning and preparing so that they are ready with improved abilities to out-market competitors once they are able to reconnect with prospective investors, reengage in the selling cycle and undergo what is bound to be stiffer due diligence vetting in the recessionary, post-pandemic market environment?
Family offices, endowments, foundations, institutional plan sponsors, investment consultant gatekeepers and some in the independent, fee-only financial planning/investment advisory business are going to become pickier in how they vet portfolio managers. They will require more information — both objective and subjective — for evaluating and passing judgement on each investment strategy being pitched to them. This will require more and better content communications from the money management firms seeking out new mandates from institutional investors.
Due diligence vetting will increasingly include more strategy implementation and portfolio characteristics questions for the investment management firm competing for a mandate from institutional investors. Money managers should assume they will be getting asked more detailed questions and prepare for this.
More and better portfolio data communications in your asset raising efforts with sophisticated investors will improve your ability to out-market competitors and to educate and persuade people to understand and buy into how you invest.