Asset Manager

How to Price and Distribute Your Strategies in the Institutional Channel?

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Jared F. Baucom

Jared F. Baucom

Managing Director, Global Sales & Marketing

 

The Right Product, the Right Price, the Right Channel

What pricing and distribution models will yield asset growth?

The institutional client channel experienced 11.8% year-on-year asset growth, and the share of institutional client assets moving through an intermediary (outsourced chief investment officer and traditional consultants) has climbed from 45.6% to 53.6% from 2014-2019. Our research points to an increasing influence of intermediaries holding more centralized influence over asset management distribution.

Marketshare of Retail and Institutional Client Assets by Distribution Method, 2014 vs. 2019

The collective bargaining power and negotiating skills of investment consultants means that the fee negotiation process will be a challenging part of winning new business in the institutional space. Asset managers need to navigate this carefully, avoiding the creation of a web of bespoke fee arrangements.

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Cerulli’s deep knowledge of the market and competitive landscape, and relationships with global allocators can help you assess how to strengthen your business model and provide you with recommendations for optimal product structure, staffing levels, and distribution.

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Institutional

Subject Matter Experts

Laura Levesque, CFA

Laura Levesque, CFA

Associate Director

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Laura Levesque, CFA

Laura Levesque, CFA

Associate Director

Laura has over 15 years of institutional investment management industry experience. She is a member of the Institutional practice, where she leads research for two annual reports. Her focuses are institutional investment solutions including OCIO, and sales and services models. Her experience and knowledge of the institutional asset management space provide a directional framework to ongoing consulting projects. She also regularly contributes to The Cerulli Edge series.

Prior to joining Cerulli Associates, Laura held equity research, product, and analytics roles at Columbia Threadneedle and MFS Investment Management. She is a CFA charterholder and member of the CFA Society Boston.

Full biography here.

Robert Nelson, CFA

Robert Nelson, CFA

Director

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Robert Nelson, CFA

Robert Nelson, CFA

Director

Bob drives the research and consulting efforts within Cerulli’s Institutional Asset Management practice, with a focus on insurance general accounts as well as corporate defined benefit (DB) plan research.

Prior to joining Cerulli Associates, Bob worked at Acadian Asset Management, where he led the firm’s Investment Writing group. In this role, he oversaw the firm’s Client Communications and RFP teams and was also responsible for helping disseminate the firm’s thought leadership. Bob started his career at Thomson Reuters, where he worked as a fixed-income market analyst and managed the firm’s municipal bond products.

Full biography here.

Brendan Powers, CFA

Brendan Powers, CFA

Associate Director

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Brendan Powers, CFA

Brendan Powers, CFA

Associate Director

Brendan is a member of Cerulli’s Product Development practice, which focuses on trends related to asset managers’ product development and management functions. This broadly includes assessing the opportunity for product development, evaluating emerging product trends, and understanding distribution and product positioning for investment products across retail and institutional channels.

Prior to joining Cerulli, Brendan worked as a Senior Client Associate at Eaton Vance Management, focusing primarily on the firm’s exchange funds.

Full biography here.

James Tamposi, CFA

James Tamposi, CFA

Senior Analyst

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James Tamposi, CFA

James Tamposi, CFA

Senior Analyst

James (Jack) is the lead author of Cerulli’s North American Institutional Markets report and sets the agenda for Cerulli’s periodical Institutional Edge publication. Jack has led U.S. market entry strategy and U.S. institutional pricing optimization projects, supporting both foreign and domestic asset managers. During his time at Cerulli, he has contributed to reports across Cerulli’s suite of institutional research, focusing on topics such as insurance general accounts, outsourced chief investment officers, alternative investments, and U.S. subadvisory.

Prior to joining Cerulli, Jack worked as a Research Associate for Chatham Partners.

Full biography here.

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Understand where to allocate resources to achieve your objectives. We can help you determine which initiatives are likely to be successful and those that may not achieve the desired effect. In an increasingly competitive market, our objectivity and experience can help you to advance your firm’s unique strengths.

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