U.S. Institutional Marketing and Sales Organizations 2019: Deploying Resources and Analytics for the Acquisition and Retention of Client Assets

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In its third iteration, this report provides a comprehensive analysis of asset managers’ institutional marketing and sales organizational teams. Specifically, this report examines trends in consultant intermediation, relationship management, marketing, consultant relations, client service, and request for proposal (RFP)/database teams. A primary focus of this report is on the typical organizational structure of these key groups, including how these organizational alignments may vary based on the size or focus of the manager. Other relevant topic areas include changes to headcount by functional area, trends related to compensation, and how managers can work with consultant intermediaries to best position their firms for new mandates.

Reasons To Purchase:
  • Understand how major institutional asset management trends are affecting institutional distribution organizations
  • Assess staffing and compensation best practices for institutional asset management sales, client relations, marketing, and RFP teams
  • Analyze changes to volume, finals rates, win rates, and other data for RFP, RFI, and due diligence questionnaire (DDQ) activity, as well as the emerging technology designed to manage it
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