As we enter a new year, the shift from active to passive investing continues to drive significant change for investment management sales and marketing. Very recently, I had the pleasure of interviewing Sandra Powers Murphy and Donna DiMaria to discuss what marketers can do to grow AUM in this very challenging environment.
While sales and marketing may seem easy and straighforward, it is imperative that novices understand the nuiances that exist in the industry they are working within. The investment management arena is full of these potential obstacles and it is imperative that you understand the dos and don’ts if you want to be successful in raising assets.
FINRA recently under went a retrospective review of their communications with the public rule and issued a proposed rule that would allow broker-dealers, under a limited set of circumstances, to use projected performance. While this is certainly a step in the right direction, those of us involved in the sale of alternative investment strategies would certainly argue that this proposal has not gone far enough.