Our View: Managers Access to Investment Consultants
We wrote an article in the September 2012 issue of Emerging Manager Monthly to respond to a typical manager question – how can managers get a consultant’s attention? We started off by assuming that the firm asking the question actually had a great strategy, which in our experience is typically a high hurdle that every investment manager thinks they’ve achieved. Regardless, here were our main points:
- Invest your time in research before you even call. Use the internet, your network and databases to figure out what the consultant wants/needs, instead of just making a blind call.
- Call with the intention of giving something to the consultant. We’re not talking about gifts, but information, assistance, data, etc. Giving something meaningful prior to asking for a meeting will result in much better results.
- Respect the consultants time. With more than 100,000 funds to research, a consultant can’t possibly research every one. If they tell you to wait a quarter or even a year before calling back, respect that. It will establish your professionalism and character, which in time will get you the call or meeting.