CRM in institutional asset management services Guest lecture at Aalto University 12 October 2017 Otto Schauman Head of Business Development Finland and Sweden Aberdeen Asset Management For investment professional use only Not for public distribution
Aberdeen Standard Investments WHO WE ARE Standard Life Aberdeen plc was formed in August 2017 from the merger of two leading financial services companies: Standard Life plc and Aberdeen Asset Management PLC. We're an investment company with world-class ambitions. From helping clients invest for their future, to choosing the right strategic partnerships - we have a commitment to excellence in all that we do. WHAT WE DO Our capabilities are built on complementary skills and shared investment beliefs. We provide asset management and investment solutions for clients and customers worldwide. We also have a strong position in the pensions and savings market. Source: Aberdeen Asset Management, Oct 17 1
Team work - Collective wisdom - No star fund managers 2
About Aberdeen Standard Investments Total AuM US$729bn*(AUA of US$838bn) Real Estate 6% Cash/Liquidity 7% Fixed Income 24% Quantitative Investments 4% Private Markets 5% Wealth 1% Equities 27% Multi Asset 25% One of the largest investment houses globally Combined assets under management of US$729bn/ Geographically diverse 50 office locations globally with investment management in 20 offices Highly diversified business - by revenue, asset class, client and geography Aberdeen Standard Investments will offer a comprehensive range of developed and emerging market equities and fixed income, multi-asset, real estate and alternatives solutions Asset management is our business Aberdeen Standard Investments is a brand of the investment businesses of Aberdeen Asset Management and Standard Life Investments Total may not add due to rounding *Standard Life AUM/AUA data as at 30 Jun 17. Aberdeen AUM data as at 31 Mar 17 Video Bloomberg interview with Martin Gilbert 3
Our global reach Presence in 50 locations keeps us close to our client-base Oslo Stockholm Aberdeen Edinburgh Helsinki Leeds Birmingham London Bristol Copenhagen Brussels Beijing Seoul Toronto Boston Stamford New York Los Angeles Philadelphia Miami Dublin Jersey Paris Madrid Zurich Geneva Milan Amsterdam Luxembourg Potsdam Frankfurt Munich Stuttgart Budapest Shanghai Tokyo Taipei Kaohsiung Hong Kong Unique Standard Life location Unique Aberdeen location Common location Abu Dhabi Mumbai Bangkok Kuala Lumpur Singapore Sao Paulo Jakarta Bandung Surabaya Sydney Melbourne Source: Aberdeen Asset Management, 14 Aug 17 Scale gives us a presence which spans the globe This proximity to markets feeds our investment insight and allows us to more closely understand the needs of our clients Our managers are based within the region in which they invest 4
owned by each of the corporate entities named in the respective logos. 5
Aberdeen in Finland since 2002 Helsinki office Over 2 bn AUM from Finnish clients Approx. 50 clients (Equity, Property, Alternatives and FI) We also serve our international property mandates and property funds investing into Finland 29 staff Currently 1 person in Business Development working closely with Nordic marketing team, we also use a PR agency in Helsinki Dedicated Client Services team in London Wider Nordic Business Development Team Product specialists Aberdeen investment philosophy Simplicity We don t believe in additives. Simply 100% pure investment expertise. Simply Asset Management Source: Aberdeen Asset Management, Oct 17 6
Our clients and the market Institutional clients in Finland Pension Insurance Companies, Pension Funds, Foundations, Insurance Companies, Charities, Municipalities Approx. 200bn market dominated by large pension insurers, pension funds and two public schemes Very different from wholesale market (Highly sophisticated investment and manager selection teams, asset allocation, comprehensive due diligence processes, generally longer investment horizons etc.) Professional investors and pioneers in portfolio management and techniques as well as early to adapt niche strategies Distribution market in Finland Domestic and Nordic banks, platforms, Asset Managers White labelled products Here today here tomorrow. Market Environment Competition from international and local asset managers Fee competitive Sophisticated market Increasing focus on ESG (Environmental, Social and Corporate Governance) Source: Aberdeen Asset Management, Oct 17. 7
Senior Business Development Manager Example role description Responsibilities Business Development / Client Relationship: -To develop AAM s mainly institutional business in XXX through cross selling to existing clients and winning new clients -To develop and implement business development strategies across all products -To manage AAM s overall relationship with existing clients to ensure client satisfaction and retention -Ensuring cross-functional consistency & cooperation across divisions and asset classes -Representing Aberdeen s business externally in conjunction with local functional rep either as review or pitch meetings Reporting: -To provide relevant and accurate management reporting as required by the Head of Distribution Budgeting: -To assume budgetary responsibility to ensure adequate cost control plus achieve new business targets Competencies Work Experience Previous experience from the Asset Management industry and knowledge across various asset classes is preferred Extensive prior knowledge of the institutional market Familiar with distribution channels Educational experience Source: Aberdeen Asset Management, Nov 16 University degree or similar 8 Otto Schauman - Aalto University Oct 2015
Business Development in practise Source: Aberdeen Asset Management, Oct 17 Understand your client needs Understand your market A link between the market and Aberdeen understand your own product range and matching it with client needs Being on top of investment trends, regulations Client retention activity continuous contact, client queries, fund manager visits, reporting Building up new client relationships Prepare RFP s Confirm and prepare client meetings Use CRM tools effectively Internal reporting Mandatory training Personal development Compliance Participating and contributing in local, Nordic and European BD and mgmt. meetings Planning of events and campaigns with marketing Customer satisfaction and market surveys Travel 9
Changing landscape of Business Development / CRM Markets have consolidated globally and reaction times are shorter New products and innovation (unconstrained FI, loan funds, alternatives, green funds, etc etc.) is immense Regulations are increasing Mandatory on-line trainings on market disciplines and policies Client take-on procedures Product marketing MIFID, KIIDS, Sol II, AIFMD Pre-approvals and reporting of gifts required from compliance Hospitality (given, received and rejected) New CRM systems where all client activities are logged Increased use of social media. LinkedIn, Twitter etc. Source: Aberdeen Asset Management, Oct 17 10 Otto Schauman - Aalto University Oct 2015
Events and Sponsorships Local and International Investment Conferences Sponsorships: Associating our brand with partners who share our values and ambition helps us continue to strengthen and build our business around the world. It is also one of the ways that we can show support for the communities in which we operate. Our partnerships reflect our belief in continuous development, performance and sustainable growth and we aim to inspire excellence in whatever we put our name to. Source: Aberdeen Asset Management, Oct 17 11
Get the latest insights http://thinkingaloud.aberdeen-asset.com Nordic Podcast: Touchdown Aberdeen Source: Aberdeen Asset Management, Oct 17 12
Looking to the future Be adaptive to change. The demand for customised solutions will form the next big trend in the investment industry. Consolidation Institutional investors and asset managers are increasingly forced to come to terms with a new normal in which market conditions have a profound impact on everything from regulatory pressures to investor behaviour. Source: Aberdeen Asset Management, Oct 17 13
Thank you / Any questions? 14
Appendices 15
Joint Group Timeline Aberdeen Group formed by management buyout Aberdeen acquire Prolific Financial Managementt Aberdeen acquire Murray Johnston & EquitiLink Aberdeen acquire various real estate businesses to create Aberdeen Property Investors Heng An Standard Life is launched, a joint venture company with Tianjin Economic Development Agency in China Standard Life demutualises and floats on the London stock Exchange; Standard Life plc joins the FTSE 100 Index Aberdeen acquire Goodman Property Investors Aberdeen enters capital alliance with Mitsubishi UFJ Trust & Banking Corp. Standard Life Wealth launches as new discretionary investment management business Standard Life Investments enter strategic alliance with Sumitomo Mitsui Trust Bank Limited (formerly Chuo Mitsui Asset Trust & Banking), one of the largest trust banks in Japan Aberdeen acquire various asset management businesses from Royal Bank of Scotland ( RBS ) Investments Aberdeen acquire enters Scottish agreement Widows with Phoenix Investment Group plc to Partnership acquire Ignis as Asset part Management; of long-term strategic transaction relationship with completes Lloyds Banking July Group plc Aberdeen acquired 80% stake in Indonesian asset manager, PT Nisp Asset Management (NISPS) Standard Life Investments enters agreement with Phoenix Group plc to acquire Ignis Asset Management; transaction completes in July Aberdeen acquire Parmenion Capital Partners, a financial technology company 1825 1983 1991 1997 1998 1999 2001 2003 2005 2006 2007 2008 2009 2010 2013 2014 2015 2016 2017 Standard Life Assurance Company is established (subsequently changing name to Standard Life plc in 2006) Listing on London Stock Exchange as Aberdeen Trust plc, (subsequently changing name to Aberdeen Asset Management plc in 1997) Standard Life acquisitions and events Standard Life launches Standard Life Investments Limited Standard Life Investments establishes joint venture with HDFC Asset Management in Mumbai, India Aberdeen acquire certain fund management businesses from Deutsche Bank AG Heng An Standard Life opens first life company in Qingdao, China Aberdeen acquires certain Australian fund management businesses from Deutsche Bank, Glasgow Investment Managers Limited, the active US equity asset management business from Nationwide Financial Services Inc and the German-based property investment manager DEGI. Aberdeen acquire asset management businesses from Credit Suisse Aberdeen acquire Artio Global Investors Inc., a publicly listed US asset manager based in New York Aberdeen complete purchase of SVG Capital plc s outstanding stake in the joint venture vehicle, Aberdeen SVG Private Equity Aberdeen acquire FLAG Capital Management, Arden Asset Management LLC and Advance Emerging Capital (AEC) Standard Life plc and Aberdeen Asset Management PLC announced the completion of a merger to form Standard Life Aberdeen plc Aberdeen Asset Management acquisitions and events Source: Aberdeen Asset Management, Oct 17 Standard Life plc completes sale of Canadian businesses to, as well as new global collaboration agreement with, Manulife 16
Corporate stewardship and sustainability As a global investment company we have a responsibility to act in the best interest of our shareholders, customers and clients, employees and wider society and build value for these groups over the longer term. Our approach to corporate stewardship and sustainability covers many different areas, from how we invest in our people, to how we support saving and invest our clients money in a responsible way. Source: Aberdeen Asset Management, Oct 17 owned by each of the corporate entities named in the respective logos. 17
Video Source: Aberdeen Asset Management, Oct 17 18
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