Hunting and Farming - Two Client Relationship Imperatives for Investment Managers
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Overview: Investment managers don't just manage portfolios; just as importantly, they manage relationships. There are two fundamental dimensions to client relationship management activity: "hunting" and "farming." "Hunting" consists of developing net new opportunities for the firmóestablishing new client relationships and increasing assets under management from new client acquisition. "Farming" consists of nurturing and cultivating relationships with existing clientsóretaining them and deriving new value from their loyalty.
In this white paper, learn why hunting and farming are essential areas of focus for all investment management firms, and how systematic approaches to client relationship management, supported by the right technology, can help investment management firms excel.