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Reporting = Sales

By Anu

Recently, the kasina team researched different institutional reports from industry leaders. Asset Managers provide these reports (always quarterly, sometimes more frequent) to clients such as Endowments and Pension Funds. Each account may hold $1B; maybe more.

I was interested in one firm's discussion of their RFP reply process. That process included countless revisions of input from disparate teams across different geographies, followed by graphic design modifications. Why so much effort? Winning an RFP EQUALS revenue.

A thorough, high-quality client report also equals sales. Until recently, many firms viewed reporting as a back-office, low-importance task. That view is being replaced by the understanding that good reporting can be the deciding factor between continuing clients and those looking to exit.

Consequently, firms are beginning to investment more time and money into high-quality reports with process improvements and cutting-edge technology. As industry leaders separate from the pack, they'll continue to find that reporting equals sales.