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kasina Excellence In Distribution - National Accounts

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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 …

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.


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  • 1. Excellence in Distribution: National Accounts
    March, 2010
  • 2. Agenda
    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
    2
  • 3. Excellence in Distribution: National Accounts
    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
    3
  • 4. Excellence in Distribution: National Accounts
    92% of Firms Know National Accounts is Becoming More Important
    4
  • 5. Excellence in Distribution: National Accounts
    76% of Firms Don’t Measure Profitability of Key Accounts
    5
  • 6. Excellence in Distribution: National Accounts
    44% of Firms Use Team-Based Approach
    6
  • 7. Excellence in Distribution: National Accounts
    National Accounts Team Manages 38 Focus Firms
    Average team size is 13
    Includes Head of National Accounts and administrative support
    7
  • 8. Excellence in Distribution: National Accounts
    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
    8
  • 9. kasina Can Help Optimize National Accounts
    kasina drives financial services leaders to answer two questions: What’s next, and what should we do better?
    9
    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.
  • 10. Contact
    10
    Andy Edwards
    Business Development Manager
    e-mail: aedwards@kasina.com
    phone: 646 257 4454
    fax: 212 349 7413
    kasina
    581 Avenue of the Americas, 5th Floor
    New York, NY 10011
    Tel. (212) 349-7412
    Fax (212) 349-7413
    info@kasina.com
     
     
    Visit our Web site: www.kasina.com
    Read kasina’s Blog: www.kasina.com/blog
    Follow us on Twitter: @kasinaUS
     
     
    For more information, please contact:

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