Tuesday, September 11, 2012

What asset consultants really want: PAICR panel

Top three asset consultant best practices

Are you a fund manager who wants to keep asset consultants onside? Then don't unintentionally break the golden rules.

According to the #PAICR2012 panel here's what you should do:
1. Be transparent - it's critical
2. Be responsive to questions - reply to the consultant/anaylst letting them know you're working on the answer and when they will have it
3. Be in front of negative news - make sure your consultants hear it before the clients do! 

Top three things to do in a meeting?

Avoid spin; know your audience/sophistication level; focus on ppl & process, not performance

How to follow up after the meeting?

Follow up in a timely manner but DO NOT badger (ask when they want you to follow up); Allow at least two weeks before asking for feedback

Four things you should NEVER do to an asset consultant

1. Constantly call for updates or to get in front of them
2. Ignore voice mails or emails from them
3. Be too "salesy". 

Oh and don't call in late August for a last minute early September Portfolio Manager meeting with a New York based asset consultant - September is conference season in Manhattan. And others beat you the meeting slots.

I am attending the 2012 PAICR conference #paicr2012 for BlueChip Communication on the 10th & 11th of September in New York. During late 2012 and early 2013 I will be providing summaries and presentations to clients and industry colleagues. Please let us know if you'd like to hear more.

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