资产管理的硬仗用其他方式获取成功

• 作 者: Jean Mixer Andy Maguier Craig Rice
• 机 构: 波士顿咨询公司波士领办公室,伦敦办公室,墨尔本办公室 副总裁和董事,副总裁和董事,副总裁和董事
• 出 处: 中国企业家
• 发表日期: 2004年期
• 关键词: 资产管理 销售队伍 伙伴关系 团队工作 分销网络 盈利能力 顾客忠诚度 消费品企业 销售团队 交叉销售

不久以前,在20世纪90年代后期,资产管理业务还高速发展着。全球所管理的资产以每年15％的增长率增长,业务量相当充足。“每个人都在市场上投入很多,”一个资产管理高级人员回忆说:“但却眼睁睁看着被套牢。”的确,很多人都有过这样的遭遇。当然,好日子已经结束了。一系列的因素——停滞的资产流入、低增长、行业成熟、产品普及、分销商权力的扩大、经济整体的不确定性——使得一个以前看似充满无限机遇的业务渐渐变化成每一个从业者为了自己的份额都必须激烈竞争的行业。只有一小部

Not long ago, the asset management business developed rapidly in the late 1990s. Assets managed globally grew at an annual rate of 15%, with considerable business volume. “Everyone is investing a lot in the market,” recalls a senior asset manager: “But it's been staked.” Indeed, many have experienced this. Of course, good days are over. A series of factors - stagnant inflows of assets, low growth, maturity of the industry, widespread adoption of products, expansion of the power of distributors and uncertainties in the economy as a whole - have led to the gradual transformation of a previously seemingly unlimited business opportunity into a For their own share must be fierce competition in the industry. Only a small