Accomplish is excited to announce new functionality in the Behavioral Benchmark. In trials, it let asset managers pinpoint abnormal institutional ‘client leakage’. We call it the ‘Gift of Time’ and firms are now using it to keep their sales funnels as wide as possible for as long as possible. In combination with the recent addition of quantifiable revenue impacts, the Gift of Time completes the benchmark’s contribution to asset managers’ quarterly business reviews.

We have rolled out new features to the Behavioral Benchmark. In this video Jonathan Attoh, data scientist, takes you through the key ones: new fields, customizable flags, and a dollarization feature that you can use in your ROI calculations.

At Accomplish, we believe the asset management quarterly business review (QBR) will replace the annual distribution strategy because it lets you keep pace with the speed of change in today’s markets. To adapt more effectively than your competitors we believe your QBR needs to balance sufficient rigor with an ‘essentials-only’ approach. To achieve this, we propose a QBR template for institutional distribution professionals that incorporates vital lessons fighter pilots have learned about battling for supremacy in high-stakes situations. We hope you find it useful.

What is the Behavioral Benchmark, how does it work, and what are asset managers doing with it? Discover the answers to these questions from Adam Grainger, Founder and MD of Accomplish. And if you attend TSAM London on 7 and 8 June 2023, visit the Accomplish stand to learn more.

The big news is that the Behavioral Benchmark is now calculating the dollar impact of asset managers’ abilities to get institutional clients to buy, stay, and buy more. If, as the Financial Times has reported, “the golden decade is over” for asset managers, then you should exploit these strategic and dollarizable client behaviors to calculate the ROI of different distribution activities. This will keep you ahead of the competition and out of trouble.

The asset management sales funnel is an hourglass that comprises buying, staying, and buying more. This is important because a traditional sales funnel that only includes ‘buying’ would expose an asset manager to the risk of lower growth. The Behavioral Benchmark is now helping firms see where on this end-to-end sales funnel they out- and under-perform their peers. Click for more information about this upgrade.

Staff in asset management firms are under renewed pressure to do more with less, yet they already had almost no spare bandwidth. Here are some real-world examples of 2022 efficiency initiatives that do not involve further cuts to bandwidth. This is the second blog in Accomplish’s two-part series on the ROI of business intelligence (BI).

See your end-to-end effect relative to peers on whether clients are buying, staying, or buying more. Identify your highest priorities, greatest strategic opportunities, and biggest challenges. And then drill down into specific metrics, interact with the data, and leverage independent expert interpretations.

We are pleased that ESG Investor has showcased our ESG client behaviors research. “As their sustainable investment priorities evolve, institutional and intermediary clients will increasingly grill asset managers”, displaying a greater prevalence of category 6 and 7 behaviors. Or, in plain English, fund managers should prepare for more challenge.