2017 Sales & Marketing Leadership Summit

(Invitation Only)
March 21-22, 2017
 | Palm Beach, FL
Eau Palm Beach

Co-chairs:
John Brett, Managing Director, Head of Managed Investments, Pershing LLC
Steve DeAngelis, Executive Vice President, Head of Distribution, FS Investments

The most exclusive event on MMI’s conference calendar, the Summit annually brings together the advisory solutions industry’s most senior sales and marketing leaders for two days of networking and closed-door sessions focused on common challenges and opportunities. Attendees are generally Heads of Distribution, National Sales Managers, Product/Platform Executives, and CMOs.

Because this is such an extraordinary time in our industry, we are expanding participation this year to allow firms to send additional attendees beyond the traditional limit of two per firm. However, we ask you to bear in mind that the Summit is a senior executive-level meeting, and attendees are generally EVPs, SVPs, Managing Directors, and business unit leaders. 


Additional Information

The 2017 Program

Preparing to comply with the final DOL Fiduciary Rule has no doubt taken up the lion’s share of industry attention and resources this past year. Now the Presidential election results, coupled with Republican control of Congress and new incoming regimes at the DOL and SEC, have injected even more uncertainty into an unsettled situation. But regulatory change is, of course, just one of the major forces that have been converging to drive a period of sweeping change and transformation in the delivery of financial advice. Evolving client needs and expectations, the impact of technology, and major generational and cultural shifts are all creating ripple effects across the advisory space.

With our event scheduled just a few weeks ahead of the scheduled April 10 deadline for initial compliance with the DOL rule, we will, of course, discuss its then current status and business implications. However, we’ll also go in depth on the other important trends – and all through the lens of distribution and, specifically, how these forces are driving new paradigms in sales, marketing and business practices.

In line with this year’s theme of Embracing Change: New Models in Distribution, here is a sampling of the topics we’ll tackle:

  • Navigating in the post-DOL world – How are business and distribution models changing in response to the consequences – both intended and unintended – of the DOL rule?
  • Retooling your value proposition – Up and down the advice delivery chain, what are firms doing to align more closely with evolving client needs and successfully articulate the value they provide?
  • Driving distribution efficiency in a lower fee environment – How can firms make Manager-Sponsor-Advisor-Client interactions more effective and productive?
  • How technology is disrupting distribution – With distribution models shifting, is the traditional wholesaler model still relevant?
  • Serving the “Advisor of the Future” today – As digital tools revolutionize how leading Advisors structure and operate their practices, what do they in turn expect from Managers, Sponsors, and Solutions Providers?
  • Making sales and marketing teams more effective – It’s never been harder to get in front of Advisors. How are firms leveraging data and digital tools to improve sales and marketing productivity and execution?
  • Motivating your team to embrace change – Change is hard. What does it take to transform embedded thinking and processes within an organization?

2017 MMI Sales & Marketing Leadership Summit Registration Fee

 

Standard Registration Fee: $1,550

Volume discount for multiple attendees from the same firm
Starting February 1st, if two attendees from your firm have already registered for the Summit, any new attendees are eligible for a $100 discount from the standard registration fee. Contact MMI headquarters 
at (646) 868-8500 for details and the special code to use during registration.

Cancellations: No refunds will be granted for cancellations after 5:00pm ET on Friday, March 3rd. Substitutions are permitted. Please notify MMI at (646) 868-8500.

Sponsorship Opportunities

Several high-profile sponsorship opportunities are available for the 2017 Sales & Marketing Leadership Summit.

For additional information, please contact Joan Lensing at jlensing@mminst.org or (646) 868-8518.

Agenda

Download Agenda

Tuesday, March 21, 2017

11:30AM – 1:00PM
Registration and Executive Networking Luncheon

1:00PM – 1:15PM
Welcome and Opening Remarks
John Sweeney,
Chairperson of the Board of Governors, Money Management Institute, EVP, Retirement and Investing Strategies, Fidelity Investments
Craig Pfeiffer, President & CEO, Money Management Institute

Summit Co-Chairs:
John Brett
, Managing Director, Head of Managed Solutions, Pershing LLC
Steve DeAngelis, Executive Vice President, FS Investments

1:15PM – 2:00PM
Thriving in the New Abnormal: North American Asset Management
In this keynote presentation, Ju-Hon Kwek will present the results of a new McKinsey report which finds that the North American asset management industry is on the brink of a once-in-a-generation shift in competitive dynamics – the result of the convergence of five trends whose joint impact may be unprecedented: 

  • the end of 30 years of exceptional investment returns,
  • a shake-up in active management,
  • an acceleration and shift in the stream of assets moving into alternatives,
  • the expansion of the digital revolution to the entire asset management value chain, and
  • an era of heightened asset management regulation.

These trends will fundamentally rewrite the rules for success in asset management. To thrive in the new environment, firms will need to transform their operating models across many dimensions. They will need value propositions that are more closely aligned with the evolving needs of clients, new technology-enabled investment and distribution capabilities, and new vectors of growth and productivity. In addition, asset managers will need to embrace the notion of “strategic agility,” retooling their organizations and changing internal mindsets, culture, and processes. Finally, successful asset managers will take a "bifocal" approach to resource allocation, combining a disciplined focus on traditional measures of productivity with a willingness to invest in a focused set of priorities that will deliver a disproportionate share of growth in the years ahead.

Ju-Hon Kwek, Partner, Head of North American Asset Management Practice, McKinsey & Company

2:00PM – 3:00PM
Washington Update: A 60-Day Reality Check
Exactly two months into the Trump administration, which has publicly signaled its intent to curtail regulatory expansion, this session will assess the extent of the “new reality.” With Republicans in control of both houses of Congress and new regimes at the SEC and DOL, our experts will look at the changes that have occurred so far – both expected and unexpected – and what they portend for the future. Topics to be addressed:

  • To what extent is the Trump administration really good news for the financial industry?
  • Will the new administration follow through on its pledge to “dismantle” Dodd-Frank?
  • What should we expect from incoming DOL Secretary Andrew Puzder with respect to the fiduciary rule and his overall stance toward the financial sector?
  • What are the likely marching orders for Jay Clayton at the SEC? How will his approach differ from his Obama administration predecessors?
  • What will be the Democrats’ push-back strategy against a seemingly “Wall Street friendly” regulatory environment?
  • What will be the impact of Senator Warren and other Democrats who serve on key Congressional committees?
  • What other legislation or regulatory initiatives might emerge and have an important impact on our industry?

Moderator:
Troy Thornton, Managing Director, Goldman Sachs

Panelists:
Eric Edwards, Senior Vice President, Head of Government Affairs, FS Investments
Andrew Oringer, Partner, Dechert, LLP

3:00PM – 3:30PM
Refreshment and Networking Break

3:30PM – 4:30PM
Marketing Moves Center Stage
The marketing function is clearly emerging from the background and taking a more central role in the overall distribution organization. While ten years ago, marketing was more often than not viewed as a sales support function, today marketers are assuming responsibility for engagement across the full life cycle of the client relationship – both with advisors and due diligence teams. The recent evolution in the role of marketing has led to a shared leadership position in developing prospects, implementing segmentation strategies and guiding the conversion process. In an increasingly competitive marketplace, successful firms will rely on their marketing teams to enhance the productivity of the salesforce and improve retention initiatives. This panel will deliver actionable insights in the following areas:

  • aligning sales resources with various market segments,
  • improving client retention through differentiated service models,
  • using sales analytics to improve sales alpha, and
  • the future direction of marketing campaigns.

Moderator:
Neil Bathon
, Managing Partner, FUSE Research Network

Panelists:
Karen McCafferty
, Chief Marketing Officer, John Hancock Investments
Neil Siegel, Managing Director, Chief Marketing Officer, Delaware Investments
Marty Willis, Chief Marketing Officer, TIAA Global Asset Management

4:30PM – 5:45PM
Breakout Sessions – Choose One:

Session A: A Ten Year View of the Investment Advisor Channel
The dramatic changes we have experienced in the retail advisor channel are projected to continue and accelerate in the decade ahead, led by the movements toward independence and fiduciary responsibility. Some of the major trends include a doubling of the independent retail RIA channel, a shrinking brokerage sector, increasingly sophisticated investment analytics software, and a barbell effect of over 150,000 branches with one to five advisors counter-balanced by a growing number of institution-like advisory firms and teams. Discussion will focus on how sales and marketing structures and strategies need to be adjusted to meet the diverse investment and product needs of the changing advisor channel.

Moderator: 
Bob Herrmann, President & CEO, Discovery Data

Panelists:
Frances Cashman, Co-Head of Sales, Legg Mason & Co.
Frank Maiorano, Head of RIA Business, Baron Capital
Julie McConnell, Head of Intermediary Sales & Business Management, Diamond Hill Capital Managment

Session B: A Shifting Playing Field for Asset Manager Distribution Teams
At a time when traditional wealth management firms are trying to determine how to navigate regulatory changes and the current market environment, there is a significant power shift taking place.

With the flow of new money into traditional defined benefit plans drying up and funds moving out as participants retire and take distributions, individuals – as opposed to institutional investors – are controlling more and more retirement assets.  This dynamic, coupled with the impending regulatory changes, presents both challenges and opportunities for asset managers.

One clear result is a new set of marketing demands from end investors, third-party consultants, financial advisors, and home office staff to which asset manager distribution teams must adjust.  In this session, executives from leading consultants will share insights and perspective on industry trends and what they are advising clients about:

  • the institutional perspective through a sales and marketing lens,
  • how the trend towards fiduciary responsibility, transparency and minimizing conflict will impact retail distribution,
  • how the platform gatekeeper role is evolving, and who the ultimate decision maker is for asset managers, and
  • the rumored convergence of retail and institutional sales – is it actually going to occur, and will these efforts partner or compete?

Moderator:
Marie Dzanis
, Senior Vice President, Head of Intermediary Distribution, Northern Trust

Panelists:
David Hyman
, Partner, Mercer Investments
John Thompson, Partner and Head of Investment Solutions, Aon Hewitt Investment Consulting 

6:00PM
Reception & Networking

Wednesday, March 22, 2017

7:00AM – 8:00AM
Networking Breakfast

8:00AM – 8:15AM
Co-Chair Review of Day One

8:15AM – 9:15AM
Keynote Presentation
Frank Cooper III is Senior Managing Director & Global Chief Marketing Officer at BlackRock. He previously was Chief Marketing and Creative Officer at BuzzFeed, where he was charged with defining a new content creation and distribution model for brands, as well as leading BuzzFeed’s marketing, creative services, and research and insights departments. Acknowledged by Fast Company magazine as one of the ‘100 Most Creative People in Business’ and a four times recipient of Billboard magazine’s ‘Power 100’, Mr. Cooper is widely recognized as one of the leading progressive brand marketers in the world. His career ranges from serving as a senior executive at iconic music labels Motown and Def Jam, to working as an entrepreneur and executive in the digital space, to serving as Chief Marketing Officer of Global Consumer Engagement for PepsiCo’s Global Beverage Group. Mr. Cooper’s work spans television, short-form video, feature film, sports, and music. He is a graduate of Harvard Law School and is the former chairman of the American Advertising Federation.

Frank Cooper, Senior Managing Director & Global Chief Marketing Officer, BlackRock 

9:15AM – 9:30AM
Refreshment and Networking Break

9:30AM – 10:30AM
Executive Spotlight: The Future of Advisory Solutions
Craig Pfeiffer and prominent industry executives provide a C-suite view of the converging forces that are transforming financial advice delivery, offering perspective and a look ahead. As these leaders work to position their firms for long-term success and sustainability, what do they view as the greatest opportunities and most significant threats? How are they evolving their operating models, business processes, and value propositions to remain relevant in a changing wealth management landscape? What are the most valuable leadership lessons they have learned and how are they motivating their teams to embrace change, think positively, and focus on solutions?

Moderator:
Craig Pfeiffer
, President & Chief Executive Officer, Money Management Institute

Panelists:
Scott A. Curtis
, President, Raymond James Financial Services
Robert Moore, Chief Executive Officer, Cetera Financial Group
Mark Tibergien, Chief Executive Officer, Pershing Advisor Solutions

10:30AM - 11:30AM
Asset Manager Spotlight

Moderator:
John Brett
, Managing Director, Head of Managed Solutions, Pershing LLC

Panelists:
Maria Karahalis
, Investment Specialist, Capital Group
David Lebovitz, Vice President, Global Market Strategist, J.P. Morgan Asset Management
Edward Perks, Executive Vice President, Chief Investment Officer, Franklin Templeton Investments 

11:30AM – 12:30PM
Distributor Spotlight Panel
A panel of executives from sponsor firms provide perspective on the opportunities and challenges in their respective channels given the unprecedented changes and reconfiguration in our industry. Among the topics to be discussed:

  • the different approaches firms are taking on the road to increased advisory business,
  • how the advisory model can compete effectively with lowest-cost delivery,
  • how widespread is product consolidation and where will the greatest impact be felt,
  • financial arrangements with respect to revenue sharing and partnership models, and  
  • how sales distribution and marketing are likely to change as the rules of engagement continue to evolve.

Moderator:
Steve DeAngelis
, Executive Vice President, Head of Distribution, FS Investments

Panelists:
Jeff Dowdle
, President, Asset Management Group, Raymond James
Keith Glenfield, Managing Director, Head of Managed Solutions, Bank of America
John Rooney, Managing Principal, Commonwealth Financial Network

12:30PM
Closing Remarks and Adjournment

Craig Pfeiffer, President & CEO, Money Management Institute

Questions?

Attendee Registration:

Nia Edwards - nedwards@mminst.org

(646) 868-8506

Speaker Registration:

Laura Payne- lpayne@mminst.org

(646) 868-8510

Fees & Billing:

events@mminst.org


(646) 868-8500

Opening Keynote

MMI is pleased to announce that McKinsey & Company will be joining us at the 2017 MMI Sales & Marketing Leadership Summit to deliver the opening keynote address.

Embracing Change and Thriving in the New Abnormal
Ju-Hon Kwek, Head of McKinsey's North American Asset Management Practice, will present results and recommendations from their new report, Thriving in the New Abnormal. The report finds that the North American asset management industry is on the brink of a once-in-a-generation shift in competitive dynamics - the result of the convergence of five trends whose joint impact may be unprecedented: 

  • the end of 30 years of exceptional investment returns,
  • a shake-up in active management,
  • an acceleration and shift in the stream of assets moving into alternatives,
  • the expansion of the digital revolution to the entire asset management value chain, and
  • an era of heightened asset management regulation.

These trends will fundamentally rewrite the rules for success in asset management, requiring firms to transform their operating models across many dimensions. The McKinsey presentation will help frame our conversations for the balance of the Summit. In line with this year's theme of Embracing Change: New Models in Distribution, we will be drilling down on these transformative trends through the lens of distribution and, specifically, how these forces are driving new paradigms in sales, marketing and business practices.