Insights

Our decades of experience gives us a unique perspective on the cycles our industry goes through and the issues that emerge. Here's some of our latest thinking:

Legg CEO Targets M&A to Plug Product Holes

Joe Sullivan, CEO of Legg Mason, has identified some gaps in the firm’s product lineup and is
actively looking to acquire new managers to add to its multi-boutique roster. In particular, Legg…

Process Trumps Performance

Institutional marketers resoundingly agree that emphasizing their firm’s investment process and
philosophy is a more effective sales tactic than focusing on traditional performance metrics…

What Big Mistakes Plague Inst’l Marketers?

Marketing is critical to the success of every investment management organization. Unfortunately, many
firms discount the effect it can have and they forgo marketing because they believe they can’t afford it…

Why Managers Need a Crisis Plan

In the asset management industry, rebuilding investor trust and value is a costly proposition – but it is entirely possible. Since 2008, managers have been compelled to address investors’ complaints…

Your Q&A: How to Make RFPs a Compelling Narrative

Great storytellers take time to understand what their listeners know about, care about, and need to hear – and then they start where the listeners are and bring them along on a journey…

Telling Stories

Back in the days of the wild, wild west, miners and missionaries, pioneers and patriots, sat around
campfires, circled by their wagons, roasting varmints over snapping flames, slurping gritty coffee…