Asset Management

Building an institutional client base is a daunting task. The challenge includes a rigorous discipline of creating value-added content and using those insights to frame sales tactics. Steady, not random, approaches to building assets complement the behavioral profile of your investor audience.

Brand Amplification

For a young company, the bedrock of future growth is expertise and pedigree. Exploiting those intangibles becomes a matter of survival in a crowded marketplace. Whether a media placement or conference keynote, among other tactics, the goal is to demonstrate skills organically.

Dealmakers’ Corner

Communication is a two-way street. Sales professional often forget that simple point amid the emotional rhythm of the placement cycle. Are you asking industry-relevant questions? Do you need more information to clarify deal requirements? Trust evolves over many months.

Investor Engagement

Attending industry conferences is a traditional way to build rapport with decision makers. As a rule of thumb, local opportunities may yield better results than distant events. Many investment officers are introverts, or at least highly analytical. Your persona should correlate with the audience.

Virtual Revolution

A legacy of the pandemic is the ubiquitous teleconference. Speaking to a camera calls for a different skill set than presenting in a conference room. Are you merely a talking head wearing pajamas? A knack for listening becomes even more important when using a remote format.

Headline Viewpoint

We offer up-to-date thoughts on the complete range of site topics, framing articles and editorials from the business press.