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Preparing For Asset Raising In A Post-Pandemic, Recessionary World

 

SESSION THREE

Market Intel On Due Diligence Considerations Of Investment Consultants, Gatekeepers & Investors That You Can Use To Your Marketing Advantage

Wednesday, July 22, 2020 - Online

1pm ET / 10am PT / 6pm GMT

30-45 min. session, depending on Q&A length

 

Welcome to the third 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.

Winning over sophisticated institutional investors to your money management firm’s strategy requires creating and managing your marketing effort the right way.

Part of your success will be dependent upon how much you take into consideration the buyer’s perspective when you go to sell.

In this webinar, attendees will learn what a range of investment consultants, gatekeepers and investors have stated about their due diligence considerations, many of which are beyond-the-numbers evaluation considerations.

Build your communications and sales marketing efforts to address the points shared in this market intel session and your investment firm will increase its potential to out-market similarly performing competitors.

 

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.

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