Many asset managers covet consultant relationships as a way to gather sizeable assets without having overly burdensome servicing requirements. However, when most managers think about the consultant channel, Tier 1 firms such as Mercer, Callan and... Continue reading
Insights
Building a Marketing Process, Not a Formula
Published in January 2025
Too many firms search for certainty in marketing: a formula of “X” emails plus “Y” commentaries equals “Z” sales. However, asset management requires building a relationship pipeline, and relationships aren’t formulaic. Success requires nuance. It... Continue reading
The Increasing Importance of Home-Office Interaction
Published in October 2024
As the Financial Advisor channel becomes more challenging to cover due to the continued growth of the fragmented RIA channel and the shrinking broker/dealer community, home-office interaction has taken on greater importance in an overall... Continue reading
