kasina Excellence In Distribution - National Accounts
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Excellence in Distribution: National Accounts March, 2010
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14-Sep-2014 -
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Economy & Finance
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description
kasina delves into data and best practices regarding National Accounts teams. With distribution opportunities shrinking due to mergers and centralized decision-making, National Accounts is increasing in importance at asset managers. We conclude with recommendations for introducing and measuring various aspects of national accounts management to ensure that this important role is adequately supported and rewarded.
Transcript of kasina Excellence In Distribution - National Accounts
Excellence in Distribution: National Accounts
March, 2010
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Benchmarking Reports from kasina
+ Costs of Compensation: Sales and National Accounts – August, 2009+ Excellence in Distribution: External Wholesaling – December, 2009+ Excellence in Distribution: Internal Wholesaling – January, 2010+ Excellence in Distribution: National Accounts – March, 2010
Survey data and secondary research Strategies and recommendations
+ Upcoming report Hybrid Wholesaling – 2nd quarter
Agenda
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Market Forces Elevate Role of National Accounts+ Opportunities for distribution are shrinking+ Home offices of distributors centralize investment decision-making+ Costs associated with distribution are increasingly prohibitive
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92% of Firms Know National Accounts is Becoming More Important
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76% of Firms Don’t Measure Profitability of Key Accounts
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44% of Firms Use Team-Based Approach
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National Accounts Team Manages 38 Focus Firms+ Average team size is 13
Includes Head of National Accounts and administrative support
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Optimize Opportunities for Profitability with Distributors
+ Staff National Accounts with the best business strategists and leaders + Focus only on the most profitable relationships
Use P&L
+ Drive mutual accountability of Sales and National Accounts Align and measure against common goals
+ Align the firm’s resources behind National Accounts Make NAM support a measurable goal among Research, Portfolio, Marketing, Legal,
Finance
+ Structure comp to incent teamwork and long-term goals of firm Bonus for teamwork, budget management Deferred component for platform wins
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kasina Can Help Optimize National Accounts + kasina drives financial services leaders to answer two questions:
What’s next, and what should we do better?
Structure and staffing models. Metrics to align National Accounts and Sales. Focus firm identification. Distributor P&L construction. Compensation plans.
Excellence in Distribution, benchmarking data, research and recommendations on Compensation, External, Internal and Hybrid Wholesaling and National Accounts.
FA Vision service provides actionable distribution recommendations based on ongoing surveys of financial intermediaries' behavior and preferences
Executive Peer-to-Peer Roundtables for open, collaborative discussion.
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Contact
For more information, please contact:
Andy Edwards Business Development Manager
e-mail: [email protected]: 646 257 4454fax: 212 349 7413
kasina581 Avenue of the Americas, 5th FloorNew York, NY 10011 Tel. (212) 349-7412Fax (212) [email protected] Visit our Web site: www.kasina.comRead kasina’s Blog: www.kasina.com/blogFollow us on Twitter: @kasinaUS
