Russell Campbell

Marketing to Ocios Russell Campbell

You probably work for an asset management firm. So you are aware of the opportunities that exist for managing money for outsourced chief investment officer (OCIO) firms. These types of firms are growing quickly, and you want a piece of their action. Then you find out that OCIOs are quite different from other kinds of clients. Asset management salespeople may struggle to understand the variety of OCIO flavors that exist, and how to win money management mandates from them. This book highlights strategies and tactics to succeed with selling to OCIOs. Not all OCIOs have formal short lists that they use to choose asset managers. But they all have in mind a way to rank all of the managers and strategies that they consider. This book describes 25 dimensions that affect whether or not an asset management firm is at the forefront of an OCIO's list-formal or otherwise.