U.S. Institutional Marketing and Sales Organizations 2018: Tactics and Resources to Get from RFP to Client Funding

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This report provides a comprehensive analysis of asset managers’ institutional marketing and sales teams. Specifically, this report examines trends in direct sales, relationship management, marketing, consultant relations, client service, and request for proposal (RFP)/database groups. A primary focus of this report is to benchmark organizational structure and compensation of these key roles, including how these organizational alignments may vary based on the size or focus of the manager. Other relevant topic areas include insights into the sales process and the retention of client assets, trends related to existing and future demand for investment services, and how managers can work with consultant intermediaries to best position their firms for new mandates.

Reasons To Purchase:
  • Contextualize how major institutional asset management trends are affecting institutional distribution organizations
  • Understand staffing and compensation best practices for institutional asset management sales, client relations, marketing, and RFP teams
  • Explore asset growth potential by institutional client type/channel and investment service or strategy
  • Review benchmarking volume, finals rates, win rates, and other data for RFP, request for information (RFI), and due diligence questionnaire (DDQ) activity
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