Are you on the same page as your clients?
In asset management, client facing teams are expected to know more than their clients about their company and products. But in complex business running multiple investment strategies, or sometimes multiple business units and affiliates, it’s not always easy keeping abreast of developments that may be important to your clients. Knowledge can be siloed in teams, or only shared through informal circles of communication rather than structure internal communications.
In this current environment, asset managers’ time with manager research analysts at client firms is shrinking, while their information expectations and requirements are growing. Digital access to information has accelerated and personal contact with client-facing teams is no longer necessary for clients to find investment information. As investment cycles continue to shorten, client teams need to be responsive when their clients do come knocking for information.
How do those responsible for engaging with and servicing manager research teams ensure that they are well-versed and up to date? How do investment management businesses get their entire organisation – from portfolio managers through client facing staff – to play from the same sheet?
Shared file folders, generic DDQs, learn-ins and ‘cheat sheets’ are all used to share information, train and keep client-facing teams informed. For a growing number of investment managers seeking to excel in this digital-enabled environment, Door has become an essential tool and competitive advantage. Over 100 firms now use the digital platform.
By using Door, staff at investment managers can search, view and understand a wide variety of detailed, proprietary due diligence information that their clients are regularly enquiring about. They can be better prepared for pitches, are more informed discussion partners and, overall, better able to serve their clients. Robust due diligence information covering hundreds of common questions asked on both operational and investment elements are on the platform. Further, access can be shared directly with clients so they too can immediately benefit.
Already included in their subscription to Door, investment management companies can enable their sales and client service teams access to the platform, improving their knowledge and effectiveness. Marketing and product teams can also utilise the platform to identify investor themes and trends to ensure they are well placed to meet clients evolving needs.
Door’s “Due Diligence Playbook” – it’s another way that Door is helping the industry to reach the next level of engagement and service.
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