Global assets under management will surpass USD100 trillion by 2020, according to PwC’s recent publication Asset Management 2020: A Brave New World. That’s nearly a 60% increase from the USD64 trillion in 2012 at a compound annual growth rate of almost 6%. Despite this favorable environment, asset management firms are continuously forced to review their business models in light of rising client expectations, increased regulation and the ongoing focus on operational efficiencies. In these slides we explore the need to improve the current prospect marketing process, the solutions, and how to master this new technology.

1. Guide to Future-Proofing
Your Law Firm Processes
How technology is changing the way
lawyers win new businessStreamlining the prospect marketing process for asset management
Holistic guide to acquiring new clients and growing accounts

2. Table of Contents
Chapter 1:
Chapter 2:
Chapter 3:
Chapter 4:
Chapter 5:
Chapter 6:
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Introduction
What’s wrong with the prospect marketing process?
The solution - empower the sales team and give the
marketing team control
A tool that people will actually use
How Qorus Software can help
Conclusion

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Chapter 1: Introduction

4. Chapter 1: Introduction
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Global assets under management will surpass USD100 trillion by 2020, according to PwC’s recent
publication Asset Management 2020: A Brave New World. That’s nearly a 60% increase from the USD64
trillion in 2012 at a compound annual growth rate of almost 6%.
Despite this favorable environment, asset management firms are continuously forced to review their
business models in light of rising client expectations, increased regulation and the ongoing focus on
operational efficiencies.
Acquiring new business under these conditions is not easy. Growing client-side intermediation from
consultants and advisors and an increase in RFP-driven mandates are putting pressure on sales,
marketing and bid-support teams who are already stretched. Responding to RFPs and creating
proposals and pitch books takes a lot of time, as does ensuring that all content is approved and
compliant (not to mention correctly branded). Tight deadlines only increase the risk of mistakes being
made and missed.
With the right technology, however, firms can streamline the internal processes related to winning new
business – reducing the cost of responding to RFPs and creating proposals and pitch books. Automation
can offer firms a substantial competitive edge.
In this guide we will explore the need to improve the current prospect marketing process, the solutions,
and how to master this new technology.

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Chapter 2: What’s wrong with the prospect marketing process?

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Chances are, your marketing team works pretty hard. They have to ensure that your firm stands out
from the competition – a tough job when there probably isn’t that much that really differentiates you
from similar firms. Maintaining the firm’s website, creating and updating collateral, managing daily
marketing activities and bringing in a steady supply of appropriate leads is time-consuming.
Ad hoc sales support adds to the pressure - when the sales team needs content, they often need it
immediately. Bottlenecks in the marketing and compliance departments are frustrating and could result
in sales creating or amending collateral themselves.
Chapter 2: What’s wrong with the prospect marketing process?

7. Chapter 2: What’s wrong with the prospect marketing process?
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1. Collateral is difficult to control
Consistent formatting and branding is vital when it comes to client and prospect-facing
collateral such as market reviews/outlooks, product profiles and pitch books. Subtle
changes in branding and messaging need to be applied across all content. This new
content must then be rolled out to the business as quickly as possible and outdated
versions abandoned – a tricky task when busy sales people save templates and versions
on their PCs and laptops.
Performance charts and disclosures contained in pitch books and product profiles are
just as difficult to control. With such content continually changing, slides have to be
constantly updated and reviewed for compliance.
Without direct control over many of the underlying templates, marketing is at a
disadvantage. Changes take too long, with IT sometimes needing to get involved. Often,
the result is that marketers must resort to significant manual efforts or prioritize a
growing list of change requests.
All of these processes are drawn out even further by the fact that the fund teams and
portfolio managers that supply critical analysis, commentary and oversight are busy and
very difficult to pin down for input.

8. Chapter 2: What’s wrong with the prospect marketing process?
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2. Sales relies on marketing too much
Without a logically ordered and regularly updated content ‘library’, the sales team is reliant on
marketing for the latest content and positioning. Even the most basic of pitch books could require
marketing to assemble them.
Enabling the sales team to help themselves to approved, compliant content would streamline the
process and make the entire firm more productive. Intelligent templates that retained their formatting
would reduce the time spent realigning proposals and other collateral.
3. Compliance gets sticky
All documents leaving your firm must be compliant. But keeping track of which content has been
reviewed, and ensuring that only approved content can be accessed is difficult. Version control can
become a nightmare, and waiting for collateral to be checked creates a bottleneck, increasing the need
for additional resources to meet demand.
4. Specialist reporting software is difficult to use
Many firms have some form of reporting software, but it’s often not very business user friendly.
‘Technical’ software that requires a lot of training and IT support has low adoption rates and is inflexible
in responding to on-demand sales needs.

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Chapter 3: The solution –
empower the sales team and give the marketing team control

10. Chapter 3: The solution –
empower the sales team and give the marketing team control
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Asset managers need to build trust with investors, and the only real way to do that is by creating
engaging content that effectively communicates the firm’s strengths and intellect specific to the
mandate. Using the right proposal management technology can help, providing a central repository of
up-to-date, compliant content. Sales can use this content to generate accurate first drafts of pitch books,
proposals and reviews that can be personalized for each client.
Ensuring that documents retain their formatting, even when it is augmented with supporting materials
or typed in manually, reduces the risk of typos and mistakes and creates a sleek, professional look that
meets brand guidelines. Locking content ensures that no unauthorized changes can be made, reducing
the risk of non-compliant information being shared.
‘Guided cart’ wizards can be added to ensure that all mandatory information is included in proposals
and pitch books. This process is similar to shopping online – users can select which available content
they’d like to use. For example, they could choose from a selection of investment strategies, funds, team
bios and supporting articles.

11. Chapter 4: A tool that people will actually use
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Proposal and document automation software can help your firm become more productive and look more
professional, and it can increase job satisfaction. Marketing teams will get to spend less – or even no –
time on manually assembling proposals, as the sales team can simply pull reusable material from an
approved and up-to-date content library. Both the sales and marketing teams will have more time to
come up with creative ideas or strategies for the next sales pitch.
Many firms might already have proposal automation software, but if it’s complicated and requires
lengthy training, user adoption will be low and return on investment difficult to justify. Documents that
should be easy to pull together will take a lot longer because staff will be trying to remember how to use
the software. This is frustrating and can result in people doing it manually anyway.
Software that’s easy to use and familiar requires much less training and is more likely to be used,
especially by the busy sales team.
It will reduce the time spent on manual tasks and processes, help sales and marketing teams stick to your
firm’s corporate branding standards and ensure accuracy and consistency of information in client-facing
documents and reports.
When it comes to choosing the right automation software tool, ensure that your software is user-friendly
and you’ll save money and valuable staff time.
Chapter 4: A tool that people will actually use

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Chapter 5: How Qorus Software can help

14. Chapter 5: How Qorus Software can help
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Qorus believes that software should be intuitive and easy to use. Which is why our solutions are built on
well-known Microsoft platforms like Word, PowerPoint and SharePoint.
Qorus Breeze Proposals is designed to help organizations create custom pitch books and proposals
containing up-to-date performance, commentary and strategies.
It offers:
• Total control for marketing and compliance teams over material used by sales.
• Integrated compliance review workflows, i.e. when people have to provide content or input, they have
to follow the process, ensuring that documents aren’t forgotten about and can’t be changed without
permission from marketing and compliance.
• Integrated commentary management workflows, i.e. if an asset manager is asked to provide
commentary on this quarters’ drivers and how they will affect funds and investments, they will be sent
automatic email reminders so that marketing doesn’t have to chase up anything.
• Modern but familiar (Microsoft Word and Power Point) tools so that people can use programs they
know and don’t have to try remember what they did last time or waste time recreating standard
documents.
• A complete client and prospect communication solution. Aside from proposals and pitch books, it also
automates fact sheets, client reviews, Q&A pairs for RFP responses and a host of other
communications.

15. Chapter 5: How Qorus Software can help
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Our mission is to help organizations reduce the cost, time and effort required to generate customized
documents – all while improving the quality and accuracy of content. Our software also greatly reduces
the potential for human error and formatting issues, improves adherence to corporate guidelines and
consistency in branding and style, helping you to create great looking documents in a fraction of the time.

16. Chapter 6: Conclusion
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17. Chapter 6: Conclusion
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To stay ahead in the competitive world of asset management, your firm’s proposal creation process needs
to be more effective and efficient.
An easy-to-use proposal automation software tool will ensure that your sales and marketing teams
produce high quality, personalized and compliant collateral in the quickest and most effortless way.
Costs will come down, quality will go up and it’ll be easier to win and keep loyal clients.

18. Thank You!
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Learn More About Qorus Software
Qorus Software is a global provider of document and proposal automation solutions for
Microsoft™ Office® and SharePoint®. The company helps organizations significantly
reduce costs, as well as the time and effort required to generate customized documents,
while improving the quality and accuracy of content.
Contact us to learn more about how we work with Financial Services Companies.
Marketing@qorusdocs.com
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