Winning clients is one thing, keeping them another. How much effort and cost is required to keep assets under your management, and how does the effort vary by type: retail and institutional? What is the lead function in keeping client assets: Sales, Marketing, a dedicated CRM team or Fund Managers themselves? Beyond fund performance, what factors influence clients? decision to churn their chosen managers and funds, and what steps can be taken to address and pre-empt their temptation to move ? What in particular is the role of marketing in client retention and can this become a measurable KPI for the marketing team?
Magnus Spence, Director, Spence Johnson (Chair)
Lyndon Bolton, Head of Client Directors, Schroders
Mark Yeates, Head of UK Institutional Clients, AXA Investment Managers UK Ltd
Philip Robinson, Director, Spence Johnson