When RLP considers a new engagement, we use a highly selective screening process.
- Experience (Manager/team minimum 5 years average)
- Track Record (Existing and/or Exportable)
- Scalable Team (team diversification; shared/exchangeable responsibilities)
- Differentiating Asset Class or Methodology
- Defined Investment Process
- Scalability (not performance inhibited)
Our agreement must contain consistent principles, including clearly defined goals and expectations, and The investment manager must make a realistic financial and resource commitment.
We become a long-term partner of the investment firm and provide the sales and marketing services.
As such, five critical issues exist that must be resolved before any business relationship can go forward:
- Agreement over the contract duration (e.g. time horizon for the effort, product capacity, renewal options, etc.)
- Scope of the agreement (e.g.- rights and responsibilities, accountability, goals, expectations)
- Sales and marketing support service and activities
- Level of the manager’s financial commitment
- Sales accountability
Some of what we ask of our clients includes:
- Submission of accurate, regularly updated qualitative and quantitative data, as well as compliance disclosures
- Timely review and thoughtful analysis of marketing materials and sales plans
- Broad accessibility for sales/marketing meetings and conferences
- Prompt response to information requests
- Participation in sales meetings and client service
Both RLP and its clients must share accountability for a successful effort.