Our Clients

CHALLENGE

Overcoming lack of knowledge and bias from the institutional consultant community concerning non-U.S. fixed income.

TYPE OF FIRM

A large, multi-asset class, multi-channel manager; a leader in the industry

CLIENT TEAM MEMBERS INVOLVED

Director of Client Service, Sales and Consultant Relationships; Non-U.S. Fixed-Income Investment Team (located in Tokyo, Los Angeles, New York and Geneva); outside graphics design firm

ASSIGNMENT

Introduce a new fixed-income strategy to the institutional consultant community from an asset management firm known primarily for its equity management.

PROCESS

Met in person in Los Angeles with the Consultant Sales Team to learn of the objections from the consultants, toughest questions they received and FAQs.

Met by phone with the Non-U.S. Fixed Income Team to discuss the appeal of the market and the strengths of the team and firm in achieving superior returns versus passive strategies or those of competitors; met with the Director of Client Service, Sales and Consultant Relationships to map out a plan of action. (An aside: We were very impressed by the communications and consistency across the different offices.)

SOLUTION

Developed a concise piece that emphasized brevity and clarity in the key messages. Provided “Show, not tell” for each of the key messages. Summarized benefits of both the strategy and the firm. Worked with the outside graphics design firm to produce both a 20-page presentation book and a short piece for the Consultant Specialists to use for their market.

RESULTS

Acceptance of a new fixed-income strategy, winning over the consultant market, and instilling confidence in the firm as a thought leader and good communicator.

CHALLENGE

Generating interest in the RIA channel for core U.S. fixed-income strategies — strategies that have been overlooked during the past decade due to the unattractiveness of yields, spreads and benchmark dynamics.

TYPE OF FIRM

A large, multi-asset class, multi-channel manager

CLIENT TEAM MEMBERS INVOLVED

Co-Head of Broad Markets Fixed Income; Portfolio Manager of Broad Markets Fixed Income; Director of Risk Management, Investment-Grade Fixed Income; and Product Manager, Multi-Sector Fixed Income

ASSIGNMENT

Write a fixed-income blog targeted to RIAs.

PROCESS

Discussed the assignment with the Product Manager. Conducted a one-hour telephone interview with all team members to gather input. Worked with the Director of Risk Management to identify data supporting the case for core U.S. fixed-income strategies.

SOLUTION

A short blog providing quantitative evidence for why RIAs should encourage their clients to increase allocations to core U.S. fixed-income strategies.

RESULTS

Provided a tool for the sales team to start a dialogue with RIAs about the firm’s core and core-plus capabilities.

CHALLENGE

Differentiating the firm from competitors in meetings with prospective clients.

TYPE OF FIRM

A multi-billion-dollar wealth manager

CLIENT TEAM MEMBERS INVOLVED

Entire Senior Management Team and Marketing Team

ASSIGNMENT

Create a new business development presentation.

PROCESS

Led a half-day, in-person meeting with the Senior Management Team and Marketing Team to understand the firm’s business strategy and reach broad agreement on its strengths, weaknesses and competitive advantages.
Interviewed ~25 of the firm’s clients, as well as centers of influence in the wealth management industry, to gain their perspectives on the firm and competitive landscape.

Used our internal and external research as the basis for developing a brand positioning strategy for all marketing communications that included key messages, client benefits and proof points.

SOLUTION

A concise new business presentation deck introducing the firm, its differentiating characteristics and how these characteristics support better client outcomes.

RESULTS

Provided a solid foundation for new business development, with all members of the firm telling a consistent, benefits-oriented story to the marketplace.

CHALLENGE

Establishing multiple opportunities for individual and team development.

TYPE OF FIRM

Private equity investing in real estate and operating companies

CLIENT TEAM MEMBERS INVOLVED

Entire organization, starting with managing partner

ASSIGNMENT

Leverage WRC experience and expertise to establish career progression for each department and individual positions, collaborate with HR to develop training programs for managers, and provide 1:1/team coaching.

PROCESS

Investment management, client relations, accounting, compliance, operations.
1. Organizational Consulting – spent 6 months evaluating current roles, including compensation, presenting to senior executives recommending career progression at every level, providing managers a tool for communication with prospective and current employees
2. Facilitated half-day in-person management workshop
3. Provided debriefs on PrinciplesYou assessment to high potential/high impact individuals/teams
4. Facilitated PrinciplesUs workshop with client relations and accounting departments
5. Provide 1:1 coaching to high potential/high impact individuals and teams

SOLUTION

Higher level of transparency, self-awareness, more effective communication internally and externally, and enhancing firm culture.

RESULTS

Created ongoing opportunities for self and team reflection, specific areas to better collaboration.