The Managed Account Handbook

Author : Stephen D. Gresham,Arlen S. Oransky
Publisher : John Wiley & Sons
Page : 224 pages
File Size : 42,7 Mb
Release : 2008-01-18
Category : Business & Economics
ISBN : 0470228296

Get Book

The New Managed Account Solutions Handbook by Stephen D. Gresham,Arlen S. Oransky Pdf

Industry experts share their insight and tell you why: Unified managed accounts represent the future of the managed money industry. "No other platform offers so many options and can be customized to meet the needs of so many different types of investors," says one of the nation's most prominent money managers. "We are able to address a wide variety of investment needs with a single product." (Chapter Mutual fund wrap accounts are enjoying a resurgence in popularity. "With mutual fund advisory accounts, advisors can develop a consolidated strategy for their clients utilizing mutual funds," explains one top executive at a leading investment bank. "Investors know that proper asset allocation produces better results." (Chapter 3) Exchange-traded funds have exploded in popularity with clients and advisors. "ETFs have changed the landscape by offering financial advisors a new way to diversify their clients' portfolios," says the national sales manager of one of the world's largest ETF providers. "Advisors can fully diversify across all asset classes." (Chapter 4) Client demand is fueling the growth of alternative investments. "Larger clients are asking for these types of investments," says one director of investment consulting solutions at one of America's largest banks. "Diversification to minimize risk is the key incentive for adding alternative investments to a portfolio." (Chapter 4) They'll also teach you how to: * Determine if managed account solutions are right for you, your practice, and your clients * Transform your financial advisory practice into a wealth management business * Differentiate yourself from other advisors * Develop a recurring revenue stream that will enable you to grow your business * Attract new clients and capture additional assets from existing clients * Conduct successful client meetings and host seminars that get results * Position yourself as a provider of managed account solutions and partner effectively with other advisors, allied professionals, and the media

Author : Stephen D. Gresham
Publisher : Unknown
Page : 259 pages
File Size : 53,9 Mb
Release : 2002-01-01
Category : Financial planners
ISBN : 0972303308

Get Book

The Managed Account Handbook by Stephen D. Gresham Pdf

Author : Robert B. Jorgensen
Publisher : John Wiley & Sons
Page : 288 pages
File Size : 42,5 Mb
Release : 2003-02-03
Category : Business & Economics
ISBN : 9780471455882

Get Book

Individually Managed Accounts by Robert B. Jorgensen Pdf

The first investor-friendly book on IMAs By 2010 nearly five million households will invest more than $2.6 trillion in individually managed accounts (IMAs). Today nearly $470 billion is invested in IMAs, yet not one book has clearly addressed the topic-until now. Individually Managed Accounts: An Investor's Guide shows investors what IMAs are, how to use them, and the related pros and cons of investing in them compared to other investment alternatives. Robert Jorgensen, CIMA (San Diego, CA), is the founder and CEO of RunMoney. He also founded Lockwood Pacific Investment Group and held senior positions at E. F. Hutton and Salomon Smith Barney. He is a regular speaker at numerous financial forums.

Author : Stephen D. Gresham,Arlen S. Oransky
Publisher : Wiley
Page : 0 pages
File Size : 44,6 Mb
Release : 2007-10-22
Category : Business & Economics
ISBN : 1119161606

Get Book

The New Managed Account Solutions Handbook by Stephen D. Gresham,Arlen S. Oransky Pdf

Industry experts share their insight and tell you why: Unified managed accounts represent the future of the managed money industry. "No other platform offers so many options and can be customized to meet the needs of so many different types of investors," says one of the nation's most prominent money managers. "We are able to address a wide variety of investment needs with a single product." (Chapter 2) Mutual fund wrap accounts are enjoying a resurgence in popularity. "With mutual fund advisory accounts, advisors can develop a consolidated strategy for their clients utilizing mutual funds," explains one top executive at a leading investment bank. "Investors know that proper asset allocation produces better results." (Chapter 3) Exchange-traded funds have exploded in popularity with clients and advisors. "ETFs have changed the landscape by offering financial advisors a new way to diversify their clients' portfolios," says the national sales manager of one of the world's largest ETF providers. "Advisors can fully diversify across all asset classes." (Chapter 4) Client demand is fueling the growth of alternative investments. "Larger clients are asking for these types of investments," says one director of investment consulting solutions at one of America's largest banks. "Diversification to minimize risk is the key incentive for adding alternative investments to a portfolio." (Chapter 4) They'll also teach you how to: Determine if managed account solutions are right for you, your practice, and your clients Transform your financial advisory practice into a wealth management business Differentiate yourself from other advisors Develop a recurring revenue stream that will enable you to grow your business Attract new clients and capture additional assets from existing clients Conduct successful client meetings and host seminars that get results Position yourself as a provider of managed account solutions and partner effectively with other advisors, allied professionals, and the media

Author : Diana Woodburn,Kevin Wilson
Publisher : John Wiley & Sons
Page : 540 pages
File Size : 41,9 Mb
Release : 2014-03-17
Category : Business & Economics
ISBN : 9781118509074

Get Book

Handbook of Strategic Account Management by Diana Woodburn,Kevin Wilson Pdf

A compilation of the established knowledge in strategic account management While companies and academics expend tremendous effort on mass marketing, they often overlook their immediate customers (which are critical in both senses) and hence the importance of strategic account management (SAM). This handbook is a compilation of papers that present researched knowledge of SAM across the academic community which fills a void in the existing academic literature. Handbook of Strategic Account Management identifies drivers of the SAM approach, key issues and success factors, operational needs and areas still awaiting exploration. Each paper includes an overall referenced summary of the tenets of SAM relevant to the area it reports, and together with the combined list of references, it creates an indispensable resource for academic readers, students, and researchers. Handbook of Strategic Account Management is written by over 40 knowledgeable experts with substantial experience of SAM from teaching, researching, writing and advising companies on why and how it works, spread widely across Europe and the US. It represents the balanced, researched body of knowledge in SAM and will be an invaluable resource to anyone exploring the approach, whether for a student thesis, for original research or for answers on how to approach SAM as a company initiative. "Today’s strategic, key and global account management professionals owe thanks to a small community of academic researchers who, over the past three decades have been pioneers in identifying, cataloguing and analyzing the selling and business management practices of an emerging profession we now call strategic account management. This Handbook is an important milestone to mark SAM’s still evolving impact on corporate business strategies and its ever-increasing relevance as a proven engine for growth in business-to-business strategic customer relationships." Bernard Quancard,President & CEO of SAMA (US-based Strategic Account Management Association with over 3,000 members worldwide) Yana Atanasova Bjorn Ivens Toni Mikkola Ivan Snehota Audrey Bink Ove Jensen Stefanos Mouzas Kaj Storbacka Per-Olof Brehmer Robert Krapfel Peter Naud頠 Olavi Uusitalo Noel Capon Antonella La Rocca Jukka Ojasalo Tom Vanderbiesen Simon Croom Sylvie Lacoste Catherine Pardo Stefan Wengler Osman Gök Nikala Lane Nigel Piercy Kevin Wilson Paolo Guenzi Régis Lemmens Michael Pusateri Diana Woodburn Stephan Henneburg Tommi Mahlamäki Jakob Rehme John Workman Sue Holt Malcolm McDonald Sanjiy Sengupta George Yip Christian Homburg Florin Mihoc Christoph Senn Judy Zolkiewski

Author : Noel Capon
Publisher : Simon and Schuster
Page : 482 pages
File Size : 55,7 Mb
Release : 2002-06-15
Category : Business & Economics
ISBN : 9780743215442

Get Book

Key Account Management and Planning by Noel Capon Pdf

The vastly increased level of competitive intensity faced by corporations and the increased costs of selling have radically changed the nature of the traditional selling process. Key or "strategic" accounts have now become a company's most important asset, in some cases supplying in excess of 80 percent of a firm's revenues. Here, in one powerful volume, key account management expert Noel Capon provides the most comprehensive treatment of key account management and planning yet published. For the first time, Capon introduces his breakthrough four-part "congruence model" of key account management -- a new, thoroughly researched approach to optimally managing your key account portfolio. First, the author shows how to select and conceptualize the key account portfolio; second, how to organize and manage key accounts; third, how to recruit, select, train, retain, and reward key account managers; and fourth, how to formulate and execute strategy and issues of coordination and control. This congruence model serves as a backdrop as Capon takes the reader step-by-step through the vital functions of key account management including identifying key account criteria, considering the threats and opportunities for the key account, and understanding the roles and responsibilities of critical players. Capon backs up his points with extensive research, real-life stories of successes and failures at a variety of companies, and clarifying figures. Special chapters are devoted to partnering with key accounts and in-depth information on global key account management, an increasingly important weapon for staying ahead of the competition. Timely, important, and essential, Key Account Management and Planning is the only reference handbook those with key account responsibilities will ever need.

Author : United States. Rural Electrification Administration
Publisher : Unknown
Page : 70 pages
File Size : 45,5 Mb
Release : 1959
Category : Telephone
ISBN : SRLF:AA0004882197

Get Book

Telephone Plant Code and Account Handbook by United States. Rural Electrification Administration Pdf

Author : Rosie L. Bukics,Walter T. Loven
Publisher : Irwin Professional Publishing
Page : 272 pages
File Size : 45,5 Mb
Release : 1987
Category : Accounts receivable
ISBN : UCSD:31822003840881

Get Book

The Handbook of Credit and Accounts Receivable Management by Rosie L. Bukics,Walter T. Loven Pdf

Author : George W. Arnett
Publisher : John Wiley & Sons
Page : 206 pages
File Size : 45,6 Mb
Release : 2011-03-01
Category : Business & Economics
ISBN : 9781118056622

Get Book

Global Securities Markets by George W. Arnett Pdf

The quick guide to understanding the global securities markets Investing in the global securities markets poses challenges far beyond simply choosing a security that's likely to provide a decent return. Global Securities Markets provides a framework for navigating through these highly diverse and complex markets, covering all the basics of global investing. Packed with tables and listings to help investors of all types easily locate the information they need to make the right choices, the book is an indispensible index for working the securities markets to their fullest extent. The book covers: The mechanics of execution, clearing, settlement, custody, regulation, and practice in the US, UK, and European markets Margin, short selling, prime brokerage, and the evolving disciplines of risk management, anti-money laundering, and international compliance With 110 securities exchanges and 40 derivatives exchanges, it is more important than ever for the savvy investor to understand the global securities markets, and Global Securities Markets illustrates the rich history of the markets, how they work, and relevant contemporary legal concepts.

Author : Stephen D. Gresham
Publisher : Wiley
Page : 304 pages
File Size : 54,7 Mb
Release : 2007-07-20
Category : Business & Economics
ISBN : 9780470139738

Get Book

Advisor for Life by Stephen D. Gresham Pdf

"The Age Wave of retiring baby boomers is creating a seismic bonanza for financial advisors--if they can provide the kinds of creative and flexible strategies their clients will be wanting and needing. Steve Gresham provides the solid, imaginative, yet practical guidance needed to build winning strategies to meet the needs of a new generation of investors. I have long respected his work and heartily recommend this book." --Ken Dychtwald, PhD, founder and CEO, Age Wave, and author of Age Wave, Age Power,The Power Years, and Workforce Crisis "Steve Gresham showed us in The Managed Account Handbook that the basics to asuccessful advisor do not differ from one country to another. In this book, he is expanding his horizon with his extensive experiences to further help you to develop the skills for building a devoted client base. This is the must-read book for all who want to succeed in the financial advisory industry." --Toshiya ShimizuPresident and CEO, Nikko Cordial Advisors Ltd. "For thirty years, advisors have been using wealth accumulation as their main sales weapon. With the boomers entering retirement, all that's out the window. Now the imperatives are income distribution, planning--making sure the investor does not run out of money. In Steve's newest book, he does an excellent job of walking advisors through this change and showing them how to alter their practices to not only survive but thrive. This is a must-read for any advisor who still wants to be in the business in ten years." --Len Reinhartfounder and President, Lockwood Advisors? "For over thirty years, I have sought advice from industry experts who can help me grow and optimize my practice. Steve Gresham's advice is always of interest to me--he is always right there on the cutting edge." --John Rafal, President, Essex Financial ServicesRegistered Rep.'s Top 50 Financial Advisor for 2006 and Barron's Top 100 Financial Advisor "A good coach can help even the best players reach their potential. As a financial advisor, you coach successful families to tackle life's challenges and achieve their goals. Steve Gresham can help--he has the tactics to help you build a winning team." --Mike KrzyzewskiHead Coach, Duke University Basketball and the 2006 U.S. National Team

Author : Diana Woodburn,Malcolm McDonald
Publisher : John Wiley & Sons
Page : 497 pages
File Size : 43,5 Mb
Release : 2011-03-07
Category : Business & Economics
ISBN : 9780470974155

Get Book

Key Account Management by Diana Woodburn,Malcolm McDonald Pdf

"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Author : Ken Burnett
Publisher : FT Press
Page : 0 pages
File Size : 49,8 Mb
Release : 2001
Category : Customer relations
ISBN : 0273650319

Get Book

The Handbook of Key Customer Relationship Management by Ken Burnett Pdf

This guide shows how CRM (customer relationship management) uses technology to merge everything you know about a customer in one place, merge all the systems they encounter into one unified process and then use that knowledge and interface to sell to them, one customer at a time.

Author : Canadian Institute of Chartered Accountants
Publisher : Unknown
Page : 128 pages
File Size : 54,7 Mb
Release : 2010-04
Category : Accounting
ISBN : 155385487X

Get Book

CICA Handbook by Canadian Institute of Chartered Accountants Pdf

Author : Jacob Kay Lasser,Sydney Prerau
Publisher : Unknown
Page : 872 pages
File Size : 43,6 Mb
Release : 1960
Category : Business
ISBN : UCAL:$B78401

Get Book

Business Management Handbook by Jacob Kay Lasser,Sydney Prerau Pdf

Author : Dan Englander
Publisher : CreateSpace
Page : 120 pages
File Size : 44,6 Mb
Release : 2015-01-12
Category : Business & Economics
ISBN : 150095893X

Get Book

Mastering Account Management by Dan Englander Pdf

You're up to 55% more likely to win business with an existing customer than with an outside prospect. Mastering Account Management is your blueprint for winning long-term business with your highest potential buyers (your customers). From selling millions in high-end video services and managing projects in the New York advertising world, Dan Englander learned that most companies don't take the right steps to farm repeat business. Instead of focusing on time-consuming lead generation tactics, a replicable account management process will produce better and faster returns. Englander's 102-step guide will show you how to create one for your business. Learn what the top account managers do: Systematize repeat business. Achieve flexibility and freedom by keeping a barrier between sales and customer or client service. Build long-term partnerships by prioritizing experience over output. Make life easier by leveraging new apps, tools, and high-tech shortcuts. Maximize networking referrals. Mastering Account Management will give you the right framework for winning more deals, delighting your customers, and achieving peace of mind. It's equal parts sales and customer service, with a healthy sprinkling of technology. Those who enjoyed Spin Selling and The Art of Client Serviceare sure to gain a lot from this book, as will fans of the The 4-Hour Workweek. Order Today and access a library of digital resources!