In the face of the shrinking asset management landscape and soaring distribution costs, not to mention the home-office centralization of brokerage firms’ investment choices, fund companies need highly accomplished national accounts teams, according to a new kasina report, “Excellence in Distribution: National Accounts.”

“Distributor relationships are becoming more vital to the profitability of asset managers as the industry consolidates,” said Steven Miyao, founder of kasina. “Seasoned national accounts managers (NAMs) with exceptional business strategy and management skills are critical to the ability of a firm to win business and expand distributor relationships.”

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