Attracting and serving institutional investors is more challenging than ever, with 30-year industry veterans describing the current environment as the most competitive of their careers. Investors are demanding a much more proactive, high-touch, transparent, and flexible working dynamic.

These industry pressures have profoundly affected the client-facing efforts of asset managers; almost all have been forced to further institutionalize and professionalize their teams.

Even within relatively buoyant areas experiencing positive capital flows, ever-increasing investor demands are pressuring historically lean teams. Professionals are working more intensely, for much less return on effort. Burnout and morale are real concerns for team leaders.

Turnover rates across all types of firms have reached almost 20%—presenting both challenges and opportunities for the industry.

Our latest report on this sector, Talent and Compensation Trends in Institutional Asset Management Distribution 2017, includes the results of a wide-ranging survey and presents market insights to help asset management firms build and sustain the most competitive client-facing efforts possible.

About the author

Laurie Thompson (lthompson@heidrick.com) is a principal in Heidrick & Struggles’ New York office and a member of the Financial Services Practice.