To provide our clients with high quality tailored consulting and research, we need to know the financial services industry and our clients. To build lasting and profitable relationships, we dedicate ourselves to staying not just current on, but ahead of industry trends. This blog is intended to share our industry insights and, at the same time, to capture feedback from our readers.
Big brother is watching. Quarterly, monthly and yes, daily.
Dashboards are certainly a useful way to keep tabs on wholesaler production. However, your typical wholesaler sees marginal value at best in the dashboards and report cards that are used by sales managers today with the “actions” that come out of them in terms of recommended advisor targets.
It’s not hard to see why. The difference is wide between creating a status report for management to judge performance of sales staff vs building easy to use, flexible point-of-sale tools for the wholesaler. The purpose, of course, is to increase the productivity of each wholesaler – all want to increase the amount of revenue generated for each dollar that is spent on compensation and T&E. This data is tracked across the industry in kasina’s Productivity Insights data and is now available for 2014.
Some key challenges for Business Intelligence teams to overcome when focusing... [read more]
More than 20 Senior National Accounts executives gathered for the annual kasina National Accounts Roundtable in NYC on October 21. The focus was spread out between organizational improvements, compensation refinements (particularly since it’s that time of year), and more effective interaction with broker/dealer platforms. A lot of ground was covered, but several of the highlights from the discussion included:Coverage
The increasing demands on national accounts to build relationships with both external clients (the many various constituencies at the broker/dealers) and internal clients (investment management, marketing and sales, to name some) mean that coverage models should be periodically reviewed. kasina’s 2014 Productivity Insights research shows that asset managers are covering Tier 1 focus firms with about half a senior account manager and using only about one junior account manager per eight focus firms. While it would certainly help to deepen relationships by adding staff, many executives spoke of more efficiently deploying... [read more]
Yesterday, the SEC announced its decision on pending applications by Blackrock and Precidian Investments to manufacture and launch actively managed ETFs, which do not disclose their portfolio holdings. The SEC commission believes the lack of portfolio transparency, combined with an inadequate (the SEC used the term “deficient”) back-up mechanism, presents a significant risk that the market price of ETF shares may substantially deviate from the NAV of the ETF – particularly during times of market stress. The commission said this could “inflict substantial costs on investors, disrupt orderly trading, and damage market confidence in secondary trading of ETFs.” Moreover, they “believe that it is not in the public interest or consistent with the protection of investors.”
That sounds rather harsh especially to the firms, which have dedicated large amounts of monetary and human capital to the effort. A simple no would have been just fine, although I’m sure both... [read more]
kasina’s latest Sales & Marketing Business Intelligence roundtable last month presented a unique opportunity for industry leaders to gather and discuss the future of data-driven decision making.
While the current data landscape in the industry remains fragmented and ripe for innovation, asset managers can also take smaller steps to better use the data they already have.
Oftentimes, data lie dormant in an organization’s data warehouses or tucked away in the endless sea of cells that characterize spreadsheets. From a computing perspective, these tools are necessary to manage the large amounts of data streaming in from today’s machine-readable world. However, these data structures and formats aren’t very friendly to members of the organization outside of the business intelligence and IT teams.
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