Thinking about using a video conference for your next client meeting? Think again...

Face to face client meetings are a topic that I’m very passionate about and I hope resonates with many of you as well. Truth be told traveling to see clients, is becoming harder and harder. Dedicating time, money and resources to a travel schedule is a challenge, but committing to it, as part of a standard service offering will result in stronger partnerships, frequent collaboration and trusted long lasting relationships. The opportunity to deliver on these visits each year is a key differentiator that separates BNY Mellon from other service providers.

This week I was honored, to once again be in Denver representing the BNY Mellon Global Transfer Agency. Denver is a wonderful city, with breathtaking views and fantastic people. I met with two prominent intermediaries, both of whom are critical partners to BNY Mellon and our asset manager clients. They are both key players in the Investor Services, Retirement Recordkeeping, and Mutual Fund Clearing space. These intermediaries are leading the way in their respective fields, setting the bar high and leading by example.  

Now before I get to far down the road, it’s important to note that this trip almost didn’t happen. I was originally scheduled to be in Denver in March, however a major snow event dubbed a “bomb cyclone” made travel to the west out of the question. It certainly would have been easy enough after that to hold the meetings via a video conference, but we chose to give it one more try and I’m glad we did. Believe it or not the second attempt was almost thwarted by snow again, but we were lucky enough to get out of Boston and make it to Denver in time for our meetings.

Our client relationships both with our asset managers and intermediaries are built on trust, transparency and face time (not the Apple version). Our visits last week with both intermediaries were extremely productive. Our agenda going in had a number of topics that both sides wanted to cover, which is always a great indication that the meeting is going to be productive. We talked about operations, industry changes, technology and products. We shared updates about our organizations, enhancements that may be of mutual interest, and collaboration opportunities around testing of industry enhancements. We highlighted the synergies that BNY have and continue to incorporate within our global TA and Sub Accounting services, which benefit our asset manager clients and intermediary partners across the globe. On the topic of risk and resiliency we discussed the implementation of efficiencies to reduce risk, a cleaner more streamlined communication method, and we were transparent on how each of us support industry wide events such as an “Unscheduled Market Close”.

The time spent in these meetings often leads to a renewed appreciation for the roles that we collectively play in the industry, and these most recent visits were no exception. The benefits of having this in person meeting, further solidifies why BNY Mellon continues to make these visits a priority year after year.

Lastly, I took some good natured ribbing during the visits, as a result of my timing coinciding with some unwanted Spring snow, twice in 5 weeks. It was all in good fun but, mental note for next year….I think I’ll plan my trip to Denver in July.

#bnymellon #partnership