The fourth quarter is always an important one for institutional investors and fund managers, however, it is particularly so this year. Due to the global economic crisis, many investors have put off researching funds and many managers have felt the pinch. However, with global markets in the midst of a historic upswing, and the end of the year approaching, it is crucial for investors to focus on allocating capital and for managers to concentrate on closing new business.
The majority of new relationships are begun over the phone, but hitting the road is another effective method. While this may sound obvious, it is often overlooked, mainly because it is difficult to find prospects for new, in-person business meetings.
For the past few weeks, BHA’s research team has been working particularly hard with fund manager clients to source new investors for their business trips. Clients have given BHA analysts their schedules, including their dates of travel and the areas they plan to visit; in turn, analysts have had their teams calling investors in those areas and qualifying their interests in clients’ funds. This has significantly helped both investors and fund managers. Investors know that if they receive a call from a BHA analyst, it’s to discuss a manager that is a fit-whether by strategy, sector, or fund type. Similarly, managers know that the list of investors BHA analysts provide are qualified leads.
The opportunity to source and close new business before year end is rapidly diminishing. To make the most of these final months, managers and investors can use BHA to explore new business relationships. Our service helps managers increase the number of business meetings they have while on the road, and it helps investors identify funds for new allocations.
