Business Development
For investment professionals
Are you an investment professional who hates engaging with distributors and customers?
Are you a PMS or an AIF provider struggling to raise assets?
You enjoy managing money but when it comes to getting in front of distributors and customers, you wish you could avoid the same.
Whether you like it or not, a big part of your role is to communicate with the sales ecosystem to help build business. This becomes even more challenging when the markets are at their extremes and/or you are plagued by fund performance issues.
At the core of an effective response is your ability to communicate effectively and build a synergistic relationship with the sales eco-system. Hence the focus of this coaching program is to strengthen your business development skills and help you gain a deeper perspective of dealing effectively with sales and product teams, distributors and customers.
Program Outcomes:
Mindset Shift: Evolve Investment Professionals into effective business developers.
Develop a deeper understanding of the sales ecosystem.
Build a clear plan to grow your AUM.
Engage effectively with your sales teams, marketing and product teams, distributors and Customers.
Coaching Format
The program is customized to the needs of the individual investment professional. I use a mix of consulting and coaching approach to deliver the desired outcomes.
The coaching sessions are of 90 mins to 120 mins and are held on a monthly basis. Further, you will have unlimited access to the coach during the mentoring period.
The program duration is for 6 months to 24 months depending on the specific outcomes that need to be delivered.
Implementation Plan
Step 1: Defining the objective and scope of the program:
In this phase, we develop the program objectives and outcomes. This could be ranging from shifting mindsets for effective business development to to building a specific plan for meaningful growth in AUM.
Step 2: Coaching Sessions:
Session 1: Building Trust and establishing outcomes:
Initial coaching session to build trust, share coaching framework and establish outcomes.
The subsequent sessions may be modified basis the outcomes that are agreed upon in this session. Below are a couple of examples of the way the coaching sessions could progress.
Session 2: Building Executive Presence
- What’s your story?
- What’s your unique investment insight that delivers results for you?
- How does it fit within the overall investment philosophy of the AMC?
At the end of the session I give you an exercise to implement the key learning’s.
Exercise 1: Develop a story that brings alive your investment approach.
Session 3: Managing Stakeholders: Distributors and Customers
- Feedback on Exercise 1
- Coach to present an overview of Fund Distribution structure in India and key insights on managing Distributors and Customers.
- Exercise 2: Managing Key Distributors and Customers.
Explore further. Set up a free strategy call to discuss your challenges and the way forward!