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For an industry with a high proportion of engagement conducted through face-to-face means, the past 18 months have proven to be one of the most testing periods for the institutional finance focussed marketers and business development professionals as social contact was outlawed and digital contact took centre stage.

What has the industry learnt and how can these lessons be applied as we return to face-to-face contact at industry events and meetings? How have institutional investment professionals evolved their nurture and relationship marketing tactics? Is the 'new normal' that much different to the old era?

The Nurture Marketing & Relationship Management for Institutional Finance seminar will bring together 80+ senior marketers and business development professionals from fund management groups, fund service companies, and FinTech providers to explore these key questions.

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8:15 - 9:10

BREAKFAST AND NETWORKING

9:10 - 9:20

Chairman’s welcome address

9:20 - 10:05

KEYNOTE PRESENTATION: Why brand is central to the future of the institutional investment sector: the 6 myths of marketing explored and debunked

Anthony Payne, Chief Executive Officer, and Josh Cole, Strategy Director, Peregrine Communications

10:05 - 10:50

ROUNDTABLE DISCUSSION: How does online nurture-based marketing marry with in-person and what are the new emerging tactics to be explored?

- How is nurture marketing and sales changing in response to the greater focus on e-business meetings over face-to-face?
- Do we expect this trend to last and how does marketing and sales activity need to adapt as a result?
- How does offline nurture-based marketing marry with in-person?
- Building the strategy and setting actions and triggers for tactical activity

Stephen Gunkel, Head - Marketing & Communication, Pictet Asset Management
Alessandra Canavesi, Head of Marketing, Axa Investment Management Alts
Sunita Dey, Director – Fixed Income, M&G Investments
Julien de La Seigliere, Channel Marketing Manager, EMEA, Northern Trust Asset Management

10:50 - 11:10

REFRESHMENTS AND NETWORKING BREAK

11:10 - 11:55

ROUNDTABLE DISCUSSION: What defines and makes a ‘lasting relationship’ that navigates uncertainty, focus shifts, and market turbulence?

- How has the pandemic shaped the nature of relationship management, given the mass shift to e-meetings and at distance contact?
- Does face-to-face retain the same importance or are going forwards, are there ways to replicate the experience through more digital means?
- With greater diversification of portfolios and managers, the importance of any one relationship with a single manager risk being diminished. How can business development / client managers ensure they reman relevant and close to clients on an ongoing basis?

Chris Yiannakou, Managing Director, Head of EMEA Institutional, Loomis Sayles Investments
Ed Creswell, Global Head of Sales, TrustQuay
Simon Males, Executive Director, Tikehau Capital

11:55 - 12:00

Chairman’s closing remarks

Anthony Payne

Chief Executive Officer, Peregrine Communications

Josh Cole

Strategy Director, Peregrine Communications

Alessandra Canavesi

Head of Marketing, Axa Investment Management Alts

Chris Yiannakou

Managing Director, Head of EMEA Institutional, Loomis Sayles Investments

Ed Creswell

Global Head of Sales, TrustQuay

James Lindsay

Head of Institutional Business, Gresham House

Julien de La Seigliere

Channel Marketing Manager, EMEA, Northern Trust Asset Management

Stephen Gunkel

Head - Marketing & Communication, Pictet Asset Management

Sunita Dey

Director – Fixed Income, M&G Investments

Simon Males

Executive Director, Tikehau Capital