Would you like to use data

that is already in your systems

to manage your effect on whether
clients buy, stay, and buy more?

Asset management client engagement

In the ‘survival of the fittest’ market, client engagement is a critical battleground.

To win, asset managers must now also outperform at getting time from clients as well as money.

In an over-supplied market, if you underperform at engaging clients with your products, they will give their time to your competitors … and then their money.

Welcome to Accomplish, where we are behavioral scientists who run the Client Behavior Benchmark.

Adam Grainger, Founder and MD of Accomplish, explains client engagement and why it matters at the 2023 Asset Management Digital Client Engagement conference.

How the winners will outperform … in 3 moves

1. Capitalize on their client behavior data

Client engagement is behavior – client behaviors (digital or non-digital) are definable and observable, and because they take time to perform, they are measurable. Some behaviors will be unique to your products and services. Others will be common across the industry, which makes asset management client engagement ‘benchmarkable’, creating the opportunity for the winners to capitalize on their client behavior data as valuable business intelligence.

2. Combat client leakage by converting behavior

Client engagement is an essential means to an end – an engagement in your sales funnel or client journey is a leading behavioral indicator of what you seek, which is for them to buy, stay, and buy more. Everyone has the power to stimulate behaviors, so the winners will do this to increase conversion from one client engagement to another. In so doing, they will combat the ‘client leakage’ that otherwise occurs naturally.

3. Compete for time as well as money

Client engagement is relative – in the same way as there is only so much money clients can allocate, there is also only so much time they can give. Because of this, asset managers are in a zero-sum game with each other – not just for clients’ assets but also for their time. The winners, therefore, will compete for time as well as money.

Introducing the
Client Behavior Benchmark

A unique benchmark of the institutional client engagement data that sits in asset managers’ systems:

  • See, in time and money, WHERE you out- and under-perform at stimulating engagement, plus alerts, insights, and recommendations.
  • Manage your institutional sales funnel and end-to-end client journey holistically – marketing, sales, and service.
  • Combat client leakage by actively managing your effect on whether clients buy, stay, and buy more.

Built through an industry-wide innovation initiative, the benchmark is relevant to any discussion about asset management client engagement because:

  • It measures client behavior.
  • It shows your effect on the means AND the ends: Promote to sell, Serve to retain.
  • It will show you your relative out- and underperformance at getting time and money from clients.

Accomplish’s playbooks will then show you HOW to outperform at engaging clients.

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