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 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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kasina Excellence In Distribution - National Accounts

  1. 1. Excellence in Distribution: National Accounts<br />March, 2010<br />
  2. 2. Agenda<br />Benchmarking Reports from kasina<br />Costs of Compensation: Sales and National Accounts – August, 2009<br />Excellence in Distribution: External Wholesaling – December, 2009<br />Excellence in Distribution: Internal Wholesaling – January, 2010<br />Excellence in Distribution: National Accounts – March, 2010<br />Survey data and secondary research<br />Strategies and recommendations<br />Upcoming report<br />Hybrid Wholesaling – 2nd quarter<br />2<br />
  3. 3. Excellence in Distribution: National Accounts<br />Market Forces Elevate Role of National Accounts<br />Opportunities for distribution are shrinking<br />Home offices of distributors centralize investment decision-making<br />Costs associated with distribution are increasingly prohibitive<br />3<br />
  4. 4. Excellence in Distribution: National Accounts<br />92% of Firms Know National Accounts is Becoming More Important<br />4<br />
  5. 5. Excellence in Distribution: National Accounts<br />76% of Firms Don’t Measure Profitability of Key Accounts<br />5<br />
  6. 6. Excellence in Distribution: National Accounts<br />44% of Firms Use Team-Based Approach<br />6<br />
  7. 7. Excellence in Distribution: National Accounts<br />National Accounts Team Manages 38 Focus Firms<br />Average team size is 13<br />Includes Head of National Accounts and administrative support<br />7<br />
  8. 8. Excellence in Distribution: National Accounts<br />Optimize Opportunities for Profitability with Distributors<br />Staff National Accounts with the best business strategists and leaders <br />Focus only on the most profitable relationships<br />Use P&L<br />Drive mutual accountability of Sales and National Accounts <br />Align and measure against common goals <br />Align the firm’s resources behind National Accounts<br />Make NAM support a measurable goal among Research, Portfolio, Marketing, Legal, Finance<br />Structure comp to incent teamwork and long-term goals of firm<br />Bonus for teamwork, budget management<br />Deferred component for platform wins<br />8<br />
  9. 9. kasina Can Help Optimize National Accounts <br />kasina drives financial services leaders to answer two questions: What’s next, and what should we do better?<br />9<br />Structure and staffing models. Metrics to align National Accounts and Sales. Focus firm identification. Distributor P&L construction. Compensation plans.<br />Excellence in Distribution, benchmarking data, research and recommendations on Compensation, External, Internal and Hybrid Wholesaling and National Accounts.<br />FA Vision service provides actionable distribution recommendations based on ongoing surveys of financial intermediaries' behavior and preferences<br />Executive Peer-to-Peer Roundtables for open, collaborative discussion.<br />
  10. 10. Contact<br />10<br /> Andy Edwards<br /> Business Development Manager<br />e-mail: aedwards@kasina.com<br />phone: 646 257 4454<br />fax: 212 349 7413<br />kasina<br />581 Avenue of the Americas, 5th Floor<br />New York, NY 10011<br /> Tel. (212) 349-7412<br />Fax (212) 349-7413<br />info@kasina.com<br /> <br /> <br />Visit our Web site: www.kasina.com<br />Read kasina’s Blog: www.kasina.com/blog<br />Follow us on Twitter: @kasinaUS<br /> <br /> <br />For more information, please contact:<br />