Client Profiles
Multi-Strat Firm Requested Coaching Help
The CIO of a multi-strategy hedge fund recognized the need for the firm's PMs to gain a better understanding of the sales process and how to approach it when participating in prospecting meetings. The firm engaged BKCG to do a morning seminar for the entire staff that provided an overview of the sales process, and in the afternoon, one-on-one coaching for individual PMs to polish their meeting skills.
Real Estate Fund's Pitchbook Required Overhaul
A family office that had created a real estate fund was not finding as positive a reception as they had anticipated. BKCG was engaged to review its pitchbook and make recommendations for improvement. An audit found that the presentation did not tell the fund's story in an organized, compelling way and, along with its graphics, fell short of the professional standard needed for successful capital raising. BKCG provided specific observations and action steps related to the story line, text, and graphics, allowing the family office to upgrade the pitchbook for more successful prospecting.
Presenters and Presentations Needed Help for Investor Day
A large fund family was planning an investor day to mark its fifth anniversary. Recognizing that there was a spectrum of capabilities among their five speakers, they engaged BKCG to upgrade the quality of the story and content of the presentations, as well as that of the presenters. BKCG reviewed the speeches and slides, making specific recommendations on overall organization, slide content, and graphics, as well as ensuring consistency in message and tone among all the presentations. All slides were also subjected to a "cleanup" to ensure legibility and industry standards. BKCG conducted an educational group seminar to reinforce speaking basics, followed by one-on-one coaching for individual presenters according to need. These efforts led to a successful investor day.
Broker-Dealer's Branding and MaterialsOverdue for Updating
When a trading firm expanded its team and capabilities, the partners realized that all their marketing material reflected outdated information. BKCG refreshed its branding and helped update its value proposition. In addition to creating high-level website content, BKCG oversaw development of a capabilities brochure and several versions of a pitchbook targeted at each of the firm's market segments. The effort helped the firm not only with its external prospecting, but also served to keep all personnel focused and on message.
Earnings Call Comments Hampered by Lack of Polish
After going public, the founder and CEO of a mutual fund company realized his earnings call comments were subject to greater scrutiny than he was used to in his other presentations and worried that they were not polished enough. BKCG reviewed his script on a quarterly basis, making changes for organization and language that heightened the impact of the comments and had the added benefit of giving the CEO more confidence in conducting the calls and answering followup questions.
Manager Requested Training for Road Show
The Marketing Director of a $300 million investment manager was concerned that an anticipated road show would not be successful given the CIO's presentation skills. Like many portfolio managers, the CIO focused only on topics he cared about, was unprepared to answer basic questions, and spoke in a monotone with little eye contact. BKCG was able to guide the CIO to understand the sales process and how he fit into it, helped him prepare answers for the most common questions as well as how to handle uncommon ones, and worked on establishing basic people skills to foster rapport and improve the odds for winning new assets.
Pitchbook Language Needed an Upgrade
An industry service provider had assembled a prospecting presentation that hit all the important points but lacked impact. BKCG conducted an audit and found that much of the language was industry jargon and indistinctive, then made specific recommendations for sentence structure, phraseology, and word choices, including slide headlines and chart labels. BKCG also supplied a tagline that summed up in a memorable way the service provider's value proposition, which could be repurposed across all its communications.
