As fees fall across asset management, distribution has become the function that most often decides whether a firm grows or stalls. The leaders who run it now need a broader skill set than relationships alone.
Data as well as relationships
Today’s heads of distribution are expected to use data to decide where to focus, to work closely with product and investment teams, and to build channels that will still matter in five years, not just this year.
Assessing the whole picture
When we assess candidates we look at the books of business they have built, but also at how they have developed teams, adapted to new channels and influenced product decisions. That fuller view predicts success far better than past sales figures on their own.
