Hosting regular one-on-one meetups with investors and their intermediaries remains a central plank of fund groups’ sales strategy. But since the coronavirus pandemic plunged the world into lockdown, investment groups have had to adapt to a new reality of online communications offering Peloton rides and home schooling tips to keep their audiences engaged.
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Fund groups enter digital arms race to keep remote clients engaged
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Chris Chancellor, senior director at fund research company Broadridge, adds: “Digital service is harder to differentiate. An online audience can be distracted much more easily than attendees at a dinner. How do you give people a memorable online experience beyond a slideshow of data?” Innovation is one answer as some managers trial novel ways of keeping clients engaged. When cycling one morning, Neuberger Berman relationship manager Allison Saloy came up with the idea of hosting virtual Peloton bike rides with the US manager’s clients.
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