That institutional customers would look for long-term relationships with ‘good partners’ is both intuitive and uncontroversial: broadly, and across industries. Less well appreciated perhaps is that core to successful long-term partnerships is a well-formulated, effectively communicated strategy.
Positive sales momentum and faster-than-expected rotation to digital and remote models in 2021 underpins the international sector’s…
After five years of decline, advised life risk new sales in Australia are at last finding a firmer footing. The fundamentals remain robust and there is building evidence for clearer skies ahead
This article is founded on evidence and observations in the global asset management industry; however, the learnings may equally apply to other industries where business-to-business relationships have traditionally been supported through face-to-face engagement.
