Our client, an institutional investment manager with $9 billion in assets under management, had been frustrated for some time by limited growth. Due diligence indicated that over time the firm had developed several damaging dynamics - dependence on a single large client, an extremely complicated investment story, and lack of a cohesive approach to winning new business. All of these factors were contributing to the firm's inability to move forward and successfully win new business.
The solution was multi-faceted and involved tackling both of these issues simultaneously. Fixes included rearticulating the firm's investment story, and the development of a marketing strategy, sales tactics, and a client service and communication plan.
This engagement became a hands-on partnership, continued for over a year, and ultimately involved ongoing, hands-on participation in firm management regarding sales, marketing and product development implementation, a revamp of the product lineup, and the hiring a dedicated direct institutional salesperson.
Implementing these recommendations enabled the firm to win new business, which stabilized revenue and laid the groundwork for sustainable long-term growth.
