Ideas...for helping investment managers win and retain assets
Ideas...for helping investment managers win and retain assets
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The Five P's of a Presentation: Getting the "People P" Back in Balance
December 2012

Most investment industry veterans have heard the "5 P's of a Presentation" – People, Philosophy, Process, Portfolio and Performance.

Observing close to 2,000 investment manager presentations has taught us that the most underappreciated P for generating winning chemistry with audiences is the People P.

But most presentations and RFPs spend far more time on investment process than credentializing key investment team members. The time that is spent on people tends to focus on standard org charts and staff lists that look fatiguingly similar from manager to manager. Compounding the problem, presenters commonly fail to explain their roles and credentialize themselves well.

Consider this quote from a prominent consultant:

"If we recommend a manager's product to a client, it means that we've developed conviction in that firm's process, respect the organization, and think highly of the manager's investment professionals."


In every presentation, the "inner voice" in the mind of each audience member is asking "who are these people and why should I hire them". Similarly, RFP evaluators are checking to see that the key people behind your investment strategies are competent, well-credentialed and/or industry stand-outs.

Below are some concepts for credentializing investment staff - whether in presentation books, RFPs, or consultant meetings (our Presentation Training Program includes several high-efficacy methods not shown):
  • Industry contributions made and/or honors received
  • Overall tenure and experience in the relevant asset class space
  • Examples of highly relevant investment experiences or environments they have lived through and how such experiences/environments strengthen your investment strategy
  • Military experience (connotes discipline and integrity)
  • Sports accomplishments and/or civic and charitable activities

Consider EDH for Presentation or RFP Training

Presentation Training Program

EDH's Presentation Training Program is packed with surefire techniques for credentializing your people and developing strong audience chemistry. Techniques shared are based on observing close to 2,000 presentations in our careers. We've distilled our observations into a proprietary set of Presentation Best Practices that guide our training. Many of these practices are not widely used...setting the stage for you to attain significant competitive advantage!

Key Areas of Focus

  • EDH reviews presentation best practices distilled from observing close to 2,000 investment manager presentations
  • Your staff conducts "mock presentations" which are videotaped
  • Mock presentations are intensively discussed, critiqued and replayed so your presenters get to see themselves presenting
  • Recommendations for improving presentation skills are reviewed and documented

RFP Team Training Program

EDH's RFP Team Training program educates your RFP team to avoid the myriad mistakes that plague RFPs – including failure to credentialize key investment staff. As a result, your RFPs will be read more often and your investment strategies will make it into more finals.

Key Areas of Focus

  • EDH leads a detailed review of 16 Best Practices for winning RFPs
  • Using the 16 Best Practices cited above, EDH rates and evaluates an RFP selected by you. The evaluation is discussed with your RFP Team
  • EDH leads your RFP team through interactive sessions and exercises designed to strengthen your selected RFP

Join Our Mailing List
Name*:
Title:
Organization*:
Email*:
Phone*:
  *required field
The Five P's of a Presentation: Getting the "People P" Back in Balance
December 2012

Most investment industry veterans have heard the "5 P's of a Presentation" – People, Philosophy, Process, Portfolio and Performance.

Observing close to 2,000 investment manager presentations has taught us that the most underappreciated P for generating winning chemistry with audiences is the People P.

But most presentations and RFPs spend far more time on investment process than credentializing key investment team members. The time that is spent on people tends to focus on standard org charts and staff lists that look fatiguingly similar from manager to manager. Compounding the problem, presenters commonly fail to explain their roles and credentialize themselves well.

Consider this quote from a prominent consultant:

"If we recommend a manager's product to a client, it means that we've developed conviction in that firm's process, respect the organization, and think highly of the manager's investment professionals."


In every presentation, the "inner voice" in the mind of each audience member is asking "who are these people and why should I hire them". Similarly, RFP evaluators are checking to see that the key people behind your investment strategies are competent, well-credentialed and/or industry stand-outs.

Below are some concepts for credentializing investment staff - whether in presentation books, RFPs, or consultant meetings (our Presentation Training Program includes several high-efficacy methods not shown):
  • Industry contributions made and/or honors received
  • Overall tenure and experience in the relevant asset class space
  • Examples of highly relevant investment experiences or environments they have lived through and how such experiences/environments strengthen your investment strategy
  • Military experience (connotes discipline and integrity)
  • Sports accomplishments and/or civic and charitable activities

Consider EDH for Presentation or RFP Training

Presentation Training Program

EDH's Presentation Training Program is packed with surefire techniques for credentializing your people and developing strong audience chemistry. Techniques shared are based on observing close to 2,000 presentations in our careers. We've distilled our observations into a proprietary set of Presentation Best Practices that guide our training. Many of these practices are not widely used...setting the stage for you to attain significant competitive advantage!

Key Areas of Focus

  • EDH reviews presentation best practices distilled from observing close to 2,000 investment manager presentations
  • Your staff conducts "mock presentations" which are videotaped
  • Mock presentations are intensively discussed, critiqued and replayed so your presenters get to see themselves presenting
  • Recommendations for improving presentation skills are reviewed and documented

RFP Team Training Program

EDH's RFP Team Training program educates your RFP team to avoid the myriad mistakes that plague RFPs – including failure to credentialize key investment staff. As a result, your RFPs will be read more often and your investment strategies will make it into more finals.

Key Areas of Focus

  • EDH leads a detailed review of 16 Best Practices for winning RFPs
  • Using the 16 Best Practices cited above, EDH rates and evaluates an RFP selected by you. The evaluation is discussed with your RFP Team
  • EDH leads your RFP team through interactive sessions and exercises designed to strengthen your selected RFP

Join Our Mailing List
Name*:
Title:
Organization*:
Email*:
Phone*:
  *required field