New Business Development for investment managers is Tessera Capital's core business.
We have extensive experience representing a wide variety of investment managers across the full spectrum of investing styles, strategies and vehicles.
Tessera maintains relationships with a small group of manager clients at any give time. This selectivity allows us to more effectively manage every stage of the investment management marketing and sales process for our manager clients. To mitigate any conflicts of interests, Relationship Managers are not permitted to work with conflicting strategies.
This policy ensures no dilution of our marketing efforts while we remain highly responsive to our manager clients.
New business development tasks include:
Awareness campaigns (typically an ongoing process lasting the span of the relationship)
Product positioning and asset management marketing messaging
Meetings and conference calls
On-site due diligence meetings
Contact and fee negotiations
Servicing of clients brought in by our team
The Tessera Process
Our process is time-tested, with value that has been clearly and consistently demonstrated for a diverse client base across a wide range of economic and market conditions.
Please note: time frames may vary
A. Firm and Product Evaluation
Hold “On‐Site Kick‐Off Meeting” to gain a thorough understanding of the firm's people, products, and approach
Conduct Peer group review to evaluate the firm's competitive market position
Review and critique all existing investment committee presentations and related materials
B. Product Branding and Awareness
Activities typically include:
Conversations with key contacts
Positioning articles in trade publications
Write and disseminate press releases and other publicity
Compose and distribute white papers through relevant marketing channels
C. Comprehensive New Business Development Effort
Tessera’s investment management sales process is strategic, focused, and multi-staged, requiring consistent collaboration with each manager-client.
Appointing an on-call senior investment professional is the preferred strategy.
Our investment management sales services include:
Reaching out to financial intermediaries
Tactical use of direct sales to institutional investors
Uncover search activity and investment opportunities
Maintain on-going communications, as regularly scheduled follow-ups are of paramount importance
Progress reporting which details:
Industry acceptance of the client’s strategies
Research approval status for the firm’s products
Current search activity
Changes in industry trends
D. Manage the Search Process
Here, the marketing effort is moving towards new mandates. Activities include:
Confirm with financial intermediaries and prospective investors that our manager-client meets all requirements
Ensure all RFPs and other requested materials are submitted on time and are accurate
Coordinate and participate in all presentations
Assist with the negotiation of contract terms and fees
Provide feedback as to the reasons why our manager-client won, did not win, or was excluded from consideration for a specific mandate
Once hired by a client, Tessera will work with the investment manager's internal staff to service the new client. Responsibilities include:
Keep investors and their gatekeepers up‐to‐date with current information pertaining to the organization, its professionals and its products
Stay abreast of issues facing the client and its intermediary
Foster communications between the manager's employees and the client
Attend portfolio and annual review meetings with portfolio managers
Ensure investors receive all agreed-upon reports and information in a timely manner