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The Trust Mandate: The behavioural science behind how asset managers REALLY win and keep clients,Used
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This groundbreaking new book answers an essential question: why is it that a fund client selects, or an investment consultant recommends, one asset manager over another when the two are, on paper at least, very similar? Also, why is it that some asset managers maintain their mandates during difficult periods in the cycle and others don't, even though their performances are identical?Authors Herman Brodie and Klaus Harnack investigated the drivers of these selection decisions and uncovered that socalled 'soft' factors play the primary role even more so for consultants than for endclients. They also discovered that these soft factors are essentially the means clients use to judge an asset manager's benevolent intentions, one of the two dimensions of the universal human evaluation more commonly known as trust.Backed by compelling data and research from multiple disciplines, The Trust Mandate breaks open the science of trust for asset managers, revealing the systematic steps clients take in their search for evidence of good intentions the essential, but often missing, component in business relationships. It also shows how trusted managers are able to win more clients, keep them longer, merit good recommendations, allowed to take more risks, and justify higher fees.The clients of trusted managers enjoy reduced anxiety, earn higher longrun returns, and avoid costly and pointless transitions from firm to firm. So hightrust relationships are a genuine winwin situation. Yet the task of initiating and nurturing them falls squarely on the service provider. Asset managers must learn to convey their good intentions. The Trust Mandate shows why and how in unprecedented detail.
⚠️ WARNING (California Proposition 65):
This product may contain chemicals known to the State of California to cause cancer, birth defects, or other reproductive harm.
For more information, please visit www.P65Warnings.ca.gov.
- Q: How many pages does the book have? A: The book has two hundred fifty pages. This length provides a thorough exploration of the behavioral science behind client relationships in asset management.
- Q: What is the binding type of this book? A: The book is hardcover. This type of binding offers durability, making it suitable for repeated use and long-term storage.
- Q: What are the dimensions of the book? A: The book measures six point four six inches in length, zero point eight three inches in width, and nine point four five inches in height. These dimensions make it easy to handle and store.
- Q: Who are the authors of this book? A: The authors are Herman Brodie and Klaus Harnack. They bring valuable insights from their research into behavioral science and client asset management.
- Q: What is the main topic of this book? A: The book explores the behavioral science behind how asset managers win and retain clients. It delves into the factors that influence client decisions in asset management.
- Q: Is this book suitable for beginners? A: Yes, this book is suitable for beginners. It presents complex concepts in an accessible manner, making it useful for anyone interested in asset management.
- Q: Can this book help improve client relationships? A: Yes, the book provides insights into building trust with clients. It explains how asset managers can effectively convey their good intentions to enhance client relationships.
- Q: Is the content of this book research-based? A: Yes, the content is backed by compelling data and research from multiple disciplines. This evidence-based approach enhances the credibility of the insights presented.
- Q: Does the book cover strategies for asset managers? A: Yes, it covers strategies that trusted managers use to win more clients and maintain long-term relationships. These strategies are essential for success in the asset management industry.
- Q: How does this book address the issue of trust? A: The book reveals the systematic steps clients take to judge an asset manager's intentions. Understanding these steps is crucial for building trust in business relationships.
- Q: What benefits do trusted managers experience according to the book? A: Trusted managers can earn more recommendations, justify higher fees, and take more risks. These benefits contribute to their overall success in the industry.
- Q: Does this book include case studies or examples? A: Yes, it includes various examples and case studies that illustrate the principles discussed. These real-world applications demonstrate the relevance of the research.
- Q: Is the book relevant for investment consultants? A: Yes, the book is particularly relevant for investment consultants. It highlights the soft factors they consider when recommending asset managers to clients.
- Q: What is the publication year of this book? A: The publication year is not specified in the provided details. However, it is a recent release addressing current trends in asset management.
- Q: Can this book help in understanding client anxiety in asset management? A: Yes, the book discusses how trusted relationships reduce client anxiety. Understanding this dynamic is essential for asset managers to maintain client satisfaction.