BOSTON -- In order to better translate client needs into action, separate account managers and sponsors must capitalize on strategic opportunities in the marketplace, according to Bob Cuhna, a principal at Market Metrics, a research firm that works with managed account providers to help them grow sales through financial advisers.

Assets held in separately managed accounts have risen at a good clip in recent years due to the increasing awareness about fee-based compensation, customization and tax efficiency. However, in a presentation at Money Management Institute's annual convention here, Cuhna noted that the biggest reason the industry isn't growing more rapidly is because non-producers are not convinced by performance.

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