As investors' expectations increase and overall industry profit margins shrink, asset managers need to decide how and where they will compete. The ability to focus–and resolutely and holistically say either "yes" or "no"–will separate the winners from losers. How a firm differentiates itself, the products and types of investors it focuses on, which client and consultant relationships it chooses to deepen, and how it ensures a relentless focus on its core competencies are examples of key decisions that should be made actively and adhered to. "Muddling through" poses serious risks, as laser-focused firms and teams reap a greater share of the rewards.
| Time |
Wednesday, October 9th |
| 7:30AM - 8:30AM |
Onsite Registration & Breakfast |
| 8:30AM - 9:30AM |
Welcome Address and Overview of Industry from Coalition Greenwich
|
| 9:30AM - 10:15AM |
PANEL
Clear Voices: Charting a Decisive Course in Marketing
Against a backdrop of diverse investor preferences, managers are faced with the imperative to craft compelling narratives and effectively communicate their value proposition in order to win business. How do managers determine which channels are most effective for reaching their target audience? What role does data analytics play in informing decisions and optimizing strategies? How can firms maintain brand consistency across diverse platforms, channels and markets? This panel will discuss how marketers should juggle these competing needs in order to craft messages that resonate with clients.
SPEAKERS
Gabriel Keiji Altbach
Chief Marketing Officer, Managing Director
Voya Investment Management
Henry Detering
Chief Marketing Officer
Neuberger Berman
Laura Manley
Chief Marketing Officer
MetLife Investment Management (MIM)
|
| 10:15AM - 10:30AM |
Break & Morning Snack
|
| 10:30AM - 11:15AM |
KEYNOTE SPEAKER
Kelly Young
CEO
Acadian Asset Management
|
| 11:15AM - 12:00PM |
PANEL
Generating Service Alpha to Optimize the Client Experience
Technology innovations, improved data analytics and other advances have provided asset managers with a robust toolset to improve service quality and deliver 'Service Alpha'. But what does the next-gen service model look like and can it create competitive differentiation? Is it based on a holistic organizational focus on all the service basics and/or a fundamental shift in how asset managers engage with their clients? This panel will review the levers and tools that can drive higher levels of client retention and profitability.
SPEAKERS
Matthew Alsted
Head of Marketing and Communications
Sands Capital
Curtis Baker
SVP, Head of Client Relationship Management
Capital Group
Erinn King
Chief Strategy Officer & Co-Head of Client Team
Income Research + Management (IR+M)
Kimberly Young
Head of Institutional Client Services | North America
T. Rowe Price
|
| 12:00PM - 1:00PM |
Lunch
|
| 1:00PM - 1:45PM |
KEYNOTE SPEAKER
Daniel Gamba
President, Asset Management
Northern Trust Asset Management (NTAM)
|
| 1:45PM - 2:30PM |
PANEL
Consultant Relations – Aligning Sales Strategies to Maximize Impact Across Consultant and Asset Owner Channels
Institutional asset management requires adept navigation of complex sales dynamics. Enter the consultant relations expert, who is tasked with engaging investment consultants, and the relationship manager, who is responsible for cultivating direct relationships with asset owners. Success lies in the alignment of these roles, ensuring a seamless and collaborative approach that respects the intermediary role of investment consultants while nurturing direct connections with asset owners. This panel will uncover the strategies and best practices for maximizing impact across both consultant and owner channels, driving mutual success and long-term partnerships.
SPEAKERS
Molly Giffen
Global Head of Consultant Relations
Loomis, Sayles & Company
Dave Keil
Partner, Head of U.S. Sales and Solutions, Institution-Directed Asset Pools
Aon
Geoff Strotman
Senior Vice President, Alpha Research
Segal Marco Advisors
Tracey Wong
Vice President, Sales & Consultant Relations
Fidelity Canada Institutional
|
| 2:30PM - 3:00PM |
Break & Afternoon Snack
|
| 3:00PM - 3:45PM |
PANEL
Innovate or Stagnate – Mastering Product Strategy
As the industry grapples with the pressure to deliver differentiated and high-performing products, at ever lower costs, managers must make critical decisions about which products to develop, enhance or retire. How do firms identify emerging market needs and translate them into innovative product offerings? How can managers balance the need for the new while also focusing on core competencies and existing offerings? This panel will examine the trends and challenges of the product lifecycle, influenced by evolving investor preferences and technological advancements, from ideation, through launch, to ongoing product management.
SPEAKERS
Nick Elward
SVP, Head of Institutional Product and ETFs
Natixis Investment Managers
Emily Kulback
Managing Director | Head, Product Americas
UBS Asset Management
Sandra Testani
Vice President, Head of ETF Product and Strategy
American Century Investments
Greg Trinks
Head of US Product
Janus Henderson Investors
|
| 3:45PM - 4:15PM |
PRESENTATION
The Evolution of the European Market: Opportunities and Trends for Asset Managers
To approach the European asset management sector as a simple extension of its North American cousins – subject to the same trends, challenges, and preferences – has long been a reductive failure in corporate strategy. Au contraire, the European market is unique and formidable, and it takes fresh, impartial perspective to succeed within it. But by no means does it sit idle either. It continues to grow and evolve in ways that are distinctively European, influenced by an increasingly active and centralized regulator, as well as regional- and country-level considerations. For foreign managers working in Europe, understanding and mastering these idiosyncrasies can expose a whole new opportunity set and cement a firm's global footprint. Coalition Greenwich is pleased to share a selection of leading trends observed in our institutional and intermediary investor research studies to demonstrate paths to success in this market.
PRESENTER
Christopher Dunn
Head of Investment Management - Continental Europe
Coalition Greenwich
|
| 4:15PM - 5:00PM |
ROUNDTABLE DISCUSSIONS
Asset Management Hot Topics
Drawing on some of the themes covered during the day, this session offers an opportunity to participate in focused, curated roundtable discussions examining some of the pressing issues and challenges facing the asset management industry. Attendees will be invited to share their views as they relate to the table topics, consider examples of best practice seen in the market and exchange ideas on how firms might look to differentiate themselves against a backdrop of evolving client needs.
Topics to be covered:
- Sustainability and DEI
- Digital Transformation
- Outsourcing of Distribution and Marketing Functions
- Strategic Account Management
|
| 6:00PM - 7:00PM |
Cocktail Reception
|
| 7:00PM - 8:30PM |
Plated Dinner
|
| Time |
Thursday, October 10th |
| 7:30AM - 8:30AM |
Breakfast |
| 8:30AM - 8:45AM |
Welcome Back to Competitive Challenges
|
| 8:45AM - 9:30AM |
KEYNOTE SPEAKER
Nimisha Srivastava
Head of Investments, North America
Willis Towers Watson
|
| 9:30AM - 10:25AM |
PANEL
Distribution Effectiveness in Private Markets – Picking Your Path in a Maturing Marketplace
With institutional investor demand preferences signaling continued elevated appetite for all things "private", the number of traditional managers building or buying privates capabilities has remained brisk, even in the face of increased market share concentration. This specialist vs. generalist approach can place stressors on developing a sales and service model that is 'best fit' to optimize both sales productivity and client engagement. This panel will explore how asset managers have positioned their sales and service teams, the needs for "up-skilling" and what a seamless sales and service experience looks like in an increasing complex marketplace.
SPEAKERS
Kate Bizga
Global Co-Head of Consultant Relations
KKR
Steve Bringardner
Managing Director - Head of Consultant Relations
Hayfin Capital Management
James Kase
Managing Director & Head of Global Investor Relations
HarbourVest Partners
|
| 10:25AM - 10:45AM |
Break & Morning Snack
|
| 10:45AM - 11:30AM |
KEYNOTE SPEAKER — FIRESIDE CHAT
Warren Stoddart
President and Chief Executive Officer
Connor, Clark & Lunn Financial Group (CC&L)
|
| 11:30AM - 12:00PM |
PRESENTATION
Emerging Technologies Reshape Investment Management (AI/ML and Blockchain)
PRESENTER
David Easthope
Head of FinTech
Coalition Greenwich
|
| 12:00PM - 1:30PM |
Box Lunch & Networking
|
