Investment managers failing to get personal

Although 79 per cent of investment management firms say they have the capability to personalise communications, only 25 per cent are doing so.

This is despite the fact that 63 per cent believe personalisation and tailored communications build loyalty and improve satisfaction, compared to just 13 per cent who saw no benefit.

In a study carried out by GI Direct, it also emerged that the majority (58 per cent) are not using investor statements as an opportunity to engage with clients. Tailored information and cross-selling messages are not being included by this group.

By contrast, 42 per cent have recognised the value of the investor statement as a valuable communication tool. Yet half say it is only somewhat useful and 8 per cent treat statements as a purely regulatory communication they have to carry out to be compliant.

Patrick Headley, sales director, GI Direct says: “Evidently some investment management companies have already realised the potential of investor statements to communicate with their investors on a personal level and provide them with information specific to their needs. This gives these firms a clear advantage over their competitors who, by not tailoring their investor communications, are throwing away the opportunity to strengthen client relationships and build customer loyalty.”

Comments

    Leave a comment

    Close

    Discover even more as a subscriber

    This article is available for subscribers only.

    Sign up now for your access-all-areas pass.

    If you're an existing paid print subscriber find out how to get access here.

    Subscribers enjoy unlimited access to unrivalled coverage of the biggest issues in marketing, alongside practical advice from the digital experts at Econsultancy.

    With a subscription to Marketing Week Premium you will get full access to:

    > World-renowned columnists

    > Analysis & case studies

    > Exclusive leading-edge insight

    > Carefully curated reports & briefings from Econsultancy

    > Plus, much more including a £300 discount for the Festival of Marketing

    Subscribe now

    Got a question?

    Contact us on +44 (0)20 7292 3703 or email customerservices@marketingweek.com

    If you are looking for our Jobs site, please click here

    Subscribers enjoy unlimited access to unrivalled coverage of the biggest issues in marketing, alongside practical advice from the digital experts at Econsultancy.

    With a subscription to Marketing Week Premium you will get full access to:

    > World-renowned columnists

    > Analysis & case studies

    > Exclusive leading-edge insight

    > Carefully curated reports & briefings from Econsultancy

    > Plus, much more including a £300 discount for the Festival of Marketing

    Subscribe now