Asset Manager
How to Price and Distribute Your Strategies in the Institutional Channel?
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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
Brendan Powers, CFA
Director
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Brendan Powers, CFA
Director
Brendan is co-head of Cerulli’s Product Development and Institutional practices.
The Product Development practice focuses on trends related to asset managers’ product strategy, development, and management functions. This broadly includes assessing the opportunity for product line expansion, evaluating emerging product trends, assessing optimal pricing strategy, and understanding distribution and product positioning for investment products across retail and institutional channels.
The Institutional practice specializes in research and consulting related to institutional asset owners, including defined benefit plans, endowments, foundations, insurance companies, and healthcare organizations as well as third-party allocators including consultants and outsourced chief investment officers (OCIOs).
Full biography here.
James Tamposi, CFA
Associate Director
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James Tamposi, CFA
Associate Director
James (Jack) is an Associate Director in the Institutional practice, specializing in research and consulting related to institutional asset owners – including defined benefit plans, endowments, foundations, insurance companies, and healthcare organizations – and third-party allocators such as consultants and outsourced chief investment officers (OCIOs). Having contributed to reports across Cerulli’s suite of institutional research, he is the lead author of Cerulli’s North American Institutional Markets report, and he leads a team of analysts dedicated to developing data and insights to support Cerulli’s published research and consulting business. Supporting the firm’s consulting business, Jack has led institutional market entry strategy and pricing optimization projects for U.S. and non-U.S. asset managers.
Jack serves as President and Treasurer for the Massachusetts Air & Space Museum, a non-profit focused on fostering education through the preservation of aviation history. Prior to joining Cerulli, Jack worked as a Research Associate for Chatham Partners.
Full biography here.
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