The dog-eat-dog asset management business is undergoing changes in the way investment professionals court new business and retain customers, according to a newly published study by kasina.

Asset managers are increasingly seeking to wring more value out of internal wholesaling desks by using new tactics to link desk-bound sales representatives to colleagues in the field. Some firms are also rewriting the job descriptions of internal wholesalers to include outbound marketing and additional customer service responsibilities.

Subscribe Now

Access to premium content including in-depth coverage of mutual funds, hedge funds, 401(K)s, 529 plans, and more.

3-Week Free Trial

Insight and analysis into the management, marketing, operations and technology of the asset management industry.