Our client, the owner and CEO of a 25 year old investment boutique with offices in New York, London and Hong Kong had been for some time thinking about his firm's distribution function. He felt his firm should have had a much greater AuM growth over the previous 10 years than it had achieved given the breadth of product and long term quality of the fund range performance.
After much internal consideration with his board, he identified the lack of talent in the sales and marketing team as being a key reason for this lack of growth. This is was the first time the firm has entered the market for this level of hire in sales since its creation. As an unlimited liability partnership it was very well aligned with its clients’ needs however, did not have very high brand recognition in the narrow talent pool we were fishing in.
We devised a broad strategy to help create an organisational design for a sales and marketing function fit to purpose for a firm of this heritage. We then put in place a structured research and candidate engagement process identifying a key group of Distribution leaders who had demonstrated the ability to drive long term enhancements to a sales and marketing function, but who could also operate in a nimble partnership environment.
Over the next 12 months we hired a leader for the function soon followed by a Hedge Funds Sales Director, Global Head of Consultant Relations and Head of Marketing.
We delivered on our promise of providing insight into the talent market, complete commitment to execution and the ability to act as a trusted advisor to the CEO and his board as it sought to fundamentally transform its business.