“Just cause you're right, that don't mean I'm wrong” I’m sure I’ve misinterpreted these lyrics from The Outfield over the years (I did first hear the song in 1986!). But these lyrics still ring true today regarding the challenge faced by some distribution leaders. Senior executives, influenced by media and consultants’ sizing reports on the RIA channel’s massive potential, often ask, “Why aren’t we investing more resources here?” Sales leaders recognize the opportunity but must balance it with reality. They need to properly segment and assess the firm’s investment capabilities against those segments. Based on our research, RIAs require the highest number of meetings to conduct business, with only 17% of interactions resulting in asset placement—the lowest conversion rate. Those ‘myths’ are real: difficult engagement, a longer sales cycle, fewer manager changes, and stickier assets. Distribution leaders know that success in this market requires a strategic approach, not an overreaction. https://lnkd.in/eh-Qysts
FUSE Research Network
金融服务
Needham，MA 1,928 位关注者
Helping our clients make better informed decisions more quickly to improve their competitive advantage.
关于我们
FUSE Research Network is a leading edge decision support firm that employs a highly refined market intelligence capability to deliver informed, decisive, and forward-looking guidance to firms in the asset management industry. While the industry is supported by dozens of strategic consultants and data providers, FUSE's positioning is firmly in the area of tactical execution.
- 网站
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https://www.fuse-research.com
FUSE Research Network的外部链接
- 所属行业
- 金融服务
- 规模
- 11-50 人
- 总部
- Needham，MA
- 类型
- 合营企业
- 创立
- 2008
- 领域
- Market Intelligence、Research、Decision Support和Resource Optimization
地点
FUSE Research Network员工
动态
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Based on findings from FUSE’s National Accounts BenchMark study, FUSE’s Michael Evans explains how a greater reliance on centralized data-driven decisions and model investment portfolios at home offices has influenced the staffing structures of national accounts teams, especially in regard to the rise of in-unit due diligence analysts, with Daniel Gil from Ignites.
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Check out our recent webinar "Enhancing Portfolio Construction Services" where Michael Evans shared findings from our just released Advisor Trend Monitor report, Portfolio Construction: The Advisor View. Questions? Reach out to Deb Wetherbee. Replay link:?https://lnkd.in/e-U6Rv9v
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Join FUSE's T. Neil Bathon at IDC's 2024 Fund Directors Conference in Chicago next week! He’ll be discussing “Business Changes at the Adviser: Implications for Fund Boards” on Tuesday, October 22's 10:00 AM session.
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At this year’s FUSE Forum, FUSE’s Michael Evans and Loren Fox?addressed how expanding into alternative products can be more challenging than firms expect. The sales team may require a longer sales cycle, alternative specialists, and training. Also, educating advisors is crucial.? #investmentmanagement #alts
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Amid fierce competition for distributor shelf space and advisor attention, our?‘Asset Manager View’ session took a close look at the evolution of distribution teams in terms of allocation of headcount and where firms are placing their bets. Our expert panel tackled topics such as team-based selling, generalist/specialist approaches, the efficacy of hybrids, National Accounts coverage models, trends in compensation, and more! Moderator:? T. Neil Bathon, FUSE Research Network Panelists:? Kara Grehan, BNY Suzanne B Casey, Northern Trust Asset Management Brian J. Schappert, CAIA, American Century Investments https://bit.ly/4cVcOkF #MMIAnnualConference #InvestmentManagement #AssetManagement #WealthManagement
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Ready to score big? Find out the winning plays (and the fumbles) for asset manager sales leaders. Join T. Neil Bathon as he moderates The Asset Manager View: Structuring a Future-Ready Distribution Organization at tomorrow’s #MMIAnnualConference. The panel of Suzanne B Casey Co-Head Wealth Client Group, Northern Trust Asset Management, Kara Grehan, Head of Strategic Accounts, BNY Investments, and Brian J. Schappert, CAIA, SVP, Co-Head of U.S. Intermediary Distribution, American Century Investments will take a close look at the evolution of distribution teams in terms of allocation of headcount and where firms are placing their bets, and tackle such topics as team-based selling, generalist/specialist approaches, the efficacy of hybrids, National Accounts coverage models, trends in compensation, and more. Huddle up for this session and drive your sales strategy into the end zone!
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Please join us this Friday, October 18th at 11am ET for our webinar “A Roadmap to Enhancing Portfolio Construction Services" as FUSE's Michael Evans shares findings from our recently released Advisor Trends Monitor report. Register here:?https://lnkd.in/eGqyHRR6
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FUSE’s T. Neil Bathon reinforced the need for urgency in implementing tactics to improve productivity at last month’s Financial Times' FOAM conference during the Salesforce Optimization fireside chat with Touchstone’s Mary Mock and Brian Ponte from Ignites.
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A big thank you to our Strategic Relations panelists, Annie Brown and Julia Burr for sharing their expertise on building and maintaining successful platform relationships. We appreciate your time and the valuable insights you shared with the audience at the FUSE Forum! #investmentmanagement #nationalaccounts
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