Greater Chicago Area
A highly experienced institutional marketer and client servicing professional with a global network of institutional contacts. Superior presentation abilities, both oral and written. Strategic and organized with significant portfolio management background. QUANTITATIVE FOCUS WITH MARKETING EXPERTISE—clear explanations of complex processes that result in sales. • Made over 5,000 new business and client service presentations to date. • Designed numerous highly successful direct mail campaigns with over 250,000 customized letters with attachments sent to date that have significantly increased new accounts and assets. • Selected to present at over 500 final investment management meetings to date. • Closed almost 50% of final presentations (industry average is a 25-30% close rate).
Founded this company as a vehicle for consulting assignments and project work. • In 2012, conducted marketplace review and global sub-asset class equity style and activist search for similar single country funds for a Japanese small/micro cap equity, long only, concentrated, no leverage hedge fund with an activist philosophy. Updated new business presentation analysis review and modification. Reviewed and outlined high-level global pension consultants for a marketplace penetration and single country mandate institutional equity portfolio product. • In 2011, assisted a domestic equity long only mid-cap growth at a price investment style money management firm by redoing new business presentation and educating regarding the pension management process. • In 2010 – 2011, performed executive search function for top 100 institutional/taxable money management firm, resulting in the hiring of three high level high net worth and uber-high net worth financial advisors: tow of the three hired were awarded the top financial advisor of the year citation in a 300+ person, 15-office national sales and marketing unit. • In 2010, provided a strategic institutional marketing overview of all materials and processes for a global equity long only mid cap concentrated hedge fund strategy. • From July 2001 through December 2007, worked primarily for Thomas White International, Ltd. as an outside consultant, achieving the following results: Helped develop the campaign that doubled client’s assets under management (AUM). Stepped in as their marketing consultant whenever interests or personnel were needed elsewhere.
In charge of all aspects of marketing, asset management sales, and client servicing globally. In charge of investment style and marketplace positioning of firm and product(s). Responsible for plan sponsor and pension consultant MMDWebAccess database for direct mail campaign and Q&A inquiries and responses. Managed a staff of four (two in Chicago and two in Bangalore office) for database(s) population and RFP/RFI completion and response. • Redesigned new business presentation, including a new investment process flow chart and universe/portfolio construction diagram. Implemented targeted plan sponsor and pension consultant new business presentations and follow-ups. Introduced firm to major pension consultants and their plan sponsor clients in North America. RESULT: despite an 80-90% reduction in institutional search activity, generated consistent steady 10-15% annual growth and created the groundwork leading to Firm reaching $1.5B AUM.
Improved division’s value and competitiveness, researched and analyzed their six main products: asset allocation, manager search/selection, performance/risk measurement, D/B plan design, 401k platform/manager selection, and custody search.
As key member of 2-person team, • Completed extensive revision of consultant questionnaire(s)/database(s). Revised new business presentation/marketing materials. Developed/initiated quarterly direct mail campaign to consultants/prospects. Participated in national calling campaign on major consultants/prospects. Initiated/created national advertising/promotional campaign. RESULT: generated 175+ new institutional accounts w/$8.8B initial contributions. Prior: AMERITECH, Chicago, IL: Director of Equity Investments • Responsible for $5.5B domestic equity pension assets, $1.4Binternational equities, & $1.5B in 3 savings plan vehicles: company stock, domestic equity, & balanced account equity portion. Managed outside investment firms running 6 domestic equity portfolios totaling $5.5B. Directed 5 outside international equity firms running $1.4B EAFE/emerging market stocks. Constructed custom benchmarks, including customized style $500M+ index fund that outperformed S&P 500 by 800+ basis points from start. FIRST GIBRALTAR / RUTGERS RESEARCH CORPORATION, Chicago, IL: SVP, Director, Marketing • Created/marketed fundamental systematic investment process for large cap domestic equities utilizing hybrid value style. Produced 2+ yrs money management/research with 370 bps added value annualized. PRUDENTIAL INVESTMENT MANAGEMENT, Newark, NJ: VP, Equity Product Specialist • As Portfolio Manager, responsible for $2B separate accounts of $10M+ for major firms, public plans, & non-profit organizations. ACHIEVED 100% CLIENT RETENTION, RETAINED 92% EXISTING ASSETS, & GENERATED $100M NEW BUSINESS EVEN WHEN OUT OF FAVOR STYLE. FIRST MANHATTAN CAPITAL MANAGEMENT, NYC, NY: VP, Director,Marketing • Secured 14 new clients with $500M in equity accounts, which sold out capacity and closed Firm to new business. TRINITY INVESTMENT MANAGEMENT CORPORATION, Boston, MA: VP, Portfolio Manager • Instrumental in the expansion of the Firm’s assets from zero to $450M in three years.