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Actions speak louder than words, so asset managers should measure client behavior to focus their organization on what matters most (which is whether or not clients buy, stay, or buy more), and what you can do to stimulate client behavior. In contrast, humans are tricky creatures, so you cannot rely on what they say. This makes actions, not words, the reliable indicator of demand and, therefore, it makes client behavior the perfect business target: meaningful, commercial, and professional.
What digital experiences are asset managers giving to institutional clients today through portals, and what are they planning for the future? Which services are the same through a portal, which can you improve, and which ones enable you to generate entirely new value? And how are firms tracking clients’ online behaviors to ensure the ongoing relevance of their digital experiences?
How to prevail in high-stakes situations? If, as the Financial Times has reported, “the golden decade is over” for asset managers, institutional distribution professionals need to adapt more effectively than their competitors. Accomplish’s latest research proposes a quarterly business review (QBR) template that applies vital lessons fighter pilots have learned about battling for supremacy in high-stakes situations. We hope you find it useful.
Accomplish’s research into ESG-related client behaviors shed light on the nature of clients’ demand for ESG investment services and raised the potential for this to shift. Asset management firms will need skills and budget to serve the needs of greater volumes of experienced clients and their product strategies may also need to evolve. This will present strategic opportunities and threats.