Start of The Process
  • We find a manager or they find us through referrals, screening of databases, etc.
  • An introduction takes place via conference call or meeting in either party's office.
  • We collect data consisting of monthly performance, historical portfolios, composite details, characteristics, etc.
  • Manager style is confirmed by due diligence consisting of fundamentals, performance attribution, and peer universe analysis.
  • We visit the manager's location and meet with all investment professionals and support staff for a detailed Q&A session.
  • Managers are encouraged to visit with Pursuit.
  • A mutual decision is made to move ahead, then the contract process goes into motion.

Differentiate and Create a Marketing Presence

  • A point person from each firm is designated as the contact to ensure a smooth flow of data and information
  • Three actions take place concurrently;
    • product manager starts collecting data,
    • marketers make calls to introduce the firm to consultants and prospects, and
    • team begins creating marketing materials.
  • Data collected by the product manager is used to build a library of answers for distribution to consultants, databases, and to complete RFPs, RFIs, and questionnaires.
  • Marketing materials are developed starting with a detailed, 2 to 3 page narrative on the investment process called the decision making process (DMP).
  • The presentation brochure, marketing profile, and mailer are created using the DMP as a guide.
  • Databases are populated utilizing the library of answers developed by Pursuit.

Execute Sales Plan

  • Our objective is to make 150 contacts per month in order to identify product interest and specific searches.
  • From these contacts, we will develop a travel itinerary 3 to 5 weeks prior to a trip, which typically lasts 1 to 3 days.
  • We generally require 6 to 10 calendar days per quarter from the manager for prospect meetings; more at the beginning of the relationship and less as time goes by.
  • All marketing materials are provided by Pursuit. The manager brings their passion and knowledge of the process and portfolio.
  • Experience has taught us that large accounts can come from unlikely places, so all meetings are important - even the ones in out of the way places.
  • Follow-up notes are posted in our internal database and relayed to the manager by phone and through monthly reporting.
  • We provide feedback on presentations to improve manager's success rate in future meetings.
  • For final presentations, we conduct intelligence on the competition and investment committee members for a more focused presentation.
  • We assist with contract and fee negotiations along with client service on an ongoing basis.
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