The complexity of selling investment services to institutional buyers continues to grow in line with the sophistication of alpha-generating vehicles and asset owner optimization algorithms. We wrote about the challenges of transitioning from simple commission sales structures to team-oriented relationship-building programs several years ago. Wonderful to see the advancements that the industry is making toward these goals, with the support of consultants like Ju-Hon Kwek at McKinsey & Company. Great reporting by Mariana Lemann and the team at Financial Times/FundFire.

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