The challenge
The firm's investment record was strong, but its clients were concentrated in a handful of institutional relationships. The chief executive wanted a distribution leader who could build intermediary and wealth channels without diluting the firm's boutique character.
Our approach
We looked beyond the obvious large-house candidates to leaders who had built distribution at firms of a similar size. Shortlisted candidates spent a day with the investment team, so both sides could test the fit before an offer.
The outcome
The new Head of Distribution joined within ten weeks, opened three new channels in the first year and helped grow net flows by eighteen percent.
We met people we would never have found on our own, and the one we chose has changed the shape of the business.
Chief Executive Officer, independent asset manager
