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 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
Associate Director
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James Tamposi, CFA
Associate Director
James (Jack) is the lead author of The Cerulli Report—North American Institutional Markets and sets the agenda for The Cerulli Edge—U.S. Institutional Edition. 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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