How We Represent Fund Managers

Sales & Relationship Management

Our market: we primarily sell to the UK discretionary investment community which consists of: private client wealth managers, private banks, family offices (single & multi), investment consultants, funds of funds and manager of managers, self-managed pension funds and investment-focussed IFAs.

 

Our remit: we are retained by our fund manager partners to fulfil all of the functions of an in-house sales team. We are not “fly-by-night” capital raisers but place great emphasis on the long-term nature of the relationship we have with our product providers. As such it is crucial that we are a sustainable solution to your asset-gathering requirements.

 

Relationship management: we believe we understand the needs of our investor base and strive to always deliver the highest possible standards of relationship management. Crucial to our approach is the emphasis we place on ensuring that any interaction with clients is characterised by the highest possible standards of integrity, accuracy and relevance.

Sales Process & Reporting

Fund sales strategies: for managers who we represent we will conduct market research to fully understand their funds’ competitor universe and how to position their products within that landscape. Then we agree measurable and realistic sales strategies and meet regularly to review progress. We also advise on other marketing activities, such as PR & product positioning and connectivity to fund supermarkets, Wraps and platforms etc..

 

Sales process: our rigorous sales process is backed by a solid platform, which includes a market-leading database system, pipeline reports on asset-flow projections and regular sales meetings. Teamwork informs everything we do: internally this means that the sales process and data ownership is collective and resides with Harrington Cooper not with particular individuals within it; externally it means that we require the support and availability of our fund managers to maximise sales.

 

Reporting: we report progress whether it includes successes or failures – we always try to learn from both. Our thorough reporting distinguishes us from other third-party capital raising models. We want to be accountable for our activity.

 

Our remit: we are retained by our fund manager partners to fulfil all of the functions of an in-house sales team. We are not “fly-by-night” capital raisers but place great emphasis on the long-term nature of the relationship we have with our product providers. As such it is crucial that we are a sustainable solution to your asset-gathering requirements. Relationship management: we believe we understand the needs of our investor base and strive to always deliver the highest possible standards of relationship management. Crucial to our approach is the emphasis we place on ensuring that any interaction with clients is characterised by the highest possible standards of integrity, accuracy and relevance.

Consulting & Advice

 

At Harrington Cooper we have acquired a superior depth of knowledge about the fund management industry and the discretionary investing community. As a result we are able to provide advice on many other areas of business development, which is often vital for our current fund manager partners especially in light of regulatory changes and legislation e.g. the UK Retail Distribution Review (RDR).

Recent examples have included:

 

 

  • Fund launches and repositioning funds, including absolute-return UCITS III
  • Fund structuring & domicile including recommending and liaising with UK Facilities Agents
  • Strategies for uploading to fund supermarkets, Wraps and platforms
  • Marketing plans, PR & media relations
  • Product marketability & demand assessment
  • Fund pricing
  • Non-UK distribution

Marketing & PR

Marketing: Professional marketing materials are an important part of the sales process, helping to attract new investors and keeping existing ones informed.

 

We can help you with your marketing communications by writing and designing promotional materials, such as brochures, factsheets, presentations, email campaigns and websites, and your regular investment commentaries.

 

PR: Maximising the sales message through the industry and broadsheet media is critical to raising fund manager profile, highlighting fund performance and differentiation, and to reacting opportunistically to market events.

 

We are able to drive economies of scale by retaining a top PR agency across the fund management groups we represent, which means that the message is completely aligned to the sales strategy, and delivers PR at a far more competitive price than a direct relationship.

Alignment of Financial Interests

Our structure is flexible but incorporates:

 

  • a monthly retainer
  • a share of the revenues on assets we raise.

 

We have found that this blend of fees ensures that a sustainable and correct balance exists between the ongoing sales effort and consultancy provided by Harrington Cooper and the optimum level of incentive and reward for successful sales.