1 Register by 14th March and SAVE up to 300! I always pick up interesting ideas at this event. Good to see that more and more institutional investors are attending The only conference dedicated to choosing fund managers and assessing manager skill Brand New Presentations & Topical New Research! NEW RESEARCH Organised by: Susanne Haury von Siebenthal Chief Investment Officer SWISS FEDERAL PENSION FUND PUBLICA Claudia Itschner Head of Manager Selection ZURICH FINANCIAL SERVICES Asset Management Trends Comparing Large Managers & Boutiques Quantitative Techniques INVESTOR CASE STUDIES 4 Pension Funds - Irish National Pensions Reserve Fund - Swiss Federal Pension Fund Publica - AHV Fonds - BIS Pension fund 4 Multi-managers 2 Funds of funds 1 Insurance investor 1 Family office investor PLUS HOT TOPICS More Streamed Sessions! Tailor the conference to your needs Supported by: Media Partner: Pierre Cardon Head of External Fund Management BANK FOR INTERNATIONAL SETTLEMENTS Dirk Rathjen International Manager Research SKANDIA LEBENSVERSICHERUNG 130/30 funds Unconstrained Mandates Fundamental vs Cap Weighted Benchmarks Commodities Fixed Income Analysis Fiduciary Management Hedge Funds SELECTION CRITERIA The Role of Performance Do Consultants Add Value? RFP Strategies Beauty Parade Critique Qualitative Approaches Fund Managers' Experiences Ramon Tol, BLUESKY GROUP Eugene O Callaghan Head of Investment Manager Programme NATIONAL PENSIONS RESERVE FUND Mario del Pozzo CEO GEFORIN Post-Conference Workshop Writing Winning Proposals in Response to RFPs Thursday, 17th April 2008 Led by Mark Campbell, TEMPLE MILLAR MANAGEMENT DEVELOPMENT With CASE-STUDY contributions from: Patricia Donnelly, BNP PARIBAS ASSET MANAGEMENT and Stephen Gunkel, PICTET ASSET MANAGEMENT This very popular workshop has been revamped to bring new content and new small group discussions. By attending you will help ensure you are up to speed with the very latest ways to prepare winning responses and earn a place in the beauty parade. Maximise the experience by sending your RFP team. Tuesday, 15th &Wednesday, 16th April 2008 President Wilson Hotel, Geneva Hear from leading institutional investors and multi-managers More speakers than ever before! Pierre Cardon BANK FOR INTERNATIONAL SETTLEMENTS Eugene O Callaghan NATIONAL PENSIONS RESERVE FUND Susanne Haury von Siebenthal SWISS FEDERAL PENSION FUND PUBLICA Claudia Itschner ZURICH FINANCIAL SERVICES Robert Stark MCKINSEY & CO Iver-Marcelo Aparicio AHV FONDS (Swiss Federal Social Security Fund) Fabrizio Ammirati KIEGER INSTITUTIONAL CONSULTING Mark Baak FINLES David Vafai BFINANCE Philip Garcia T ROWE PRICE GLOBAL INVESTMENT SERVICES Dirk Rathjen SKANDIA LEBENSVERSICHERUNG Kristof Agache DEUTSCHE BANK Stephan Skaanes PPC METRICS Rick Di Mascio INALYTICS Jesper Kirstein KIRSTEIN FINANS Brian Ingram RUSSELL INVESTMENT GROUP Antony John INVESTMENT MANAGER SELECTION Mark Campbell TEMPLE MILLAR MANAGEMENT DEVELOPMENT Patricia Donnelly BNP PARIBAS ASSET MANAGEMENT Mario del Pozzo GEFORIN Stuart Gordon PAN TRUSTEES Stephen Gunkel PICTET ASSET MANAGEMENT Anton Van Nunen VAN NUNEN & PARTNERS Susan Douse DOUSE ASSOCIATES Tony Hay RESPONSIBLE INVESTOR James Barber SEI INVESTMENTS Paper sourced from sustainable forests Elemental Chlorine Free (ECF)
2 Tuesday 15th and Wednesday 16th April 2008, Hotel President Wilson, Geneva Dear Pension Fund Professional! Fund Manager Selection Welcome to Fund Manager Selection the only conference dedicated to choosing fund managers and assessing manager skill. As the trend towards outsourcing fund management continues across Europe, it is increasingly important to find out what institutional investors are looking for in a fund manager and how they select a particular provider. The types of mandates are also changing as investors move towards more international or specialist mandates. Attend this conference and you will learn how institutional investors and multi-managers select their fund managers and how you can help your company win crucial mandates. As an institutional investor you will find out what to look for in a manager and how to choose the best manager for your fund. As external fund management grows you will also learn how to combine managers to the best effect. Find out how these institutions select fund managers Pension funds NATIONAL PENSIONS RESERVE FUND (Ireland) AHV FONDS SWISS FEDERAL PENSION FUND PUBLICA Multi-managers and funds of funds SKANDIA SEI INVESTMENTS RUSSELL INVESTMENTS DEUTSCHE BANK INVESTMENT MANAGER SELECTION FINLES Programme Highlights Do you need a consultant? What is the role of consultants in manager selection? (PANEL SESSION) Learn to what extent performance is a key factor (INVESTOR PANEL SESSION) Brand New Presentations & Topical New Research! As manager selection becomes increasingly sophisticated you will hear the latest research into: Trends in Asset Management in Europe new research from McKinsey & Co Unconstrained Mandates what to look for in a manager 130/30 Management which managers are best able to pursue this strategy? Don t Miss! Post-Conference Workshop Quantitative vs. Qualitative analysis latest issues Writing Winning Proposals Selection Criteria for leading Multi-managers and Funds of funds in Response to RFPs Selection issues for HNWI and Family Offices Thursday, 17th April 2008 Fund Managers Experiences of the selection process Fundamental vs. Cap Weighted Benchmarks empirical Led by: Mark Campbell, evidence TEMPLE MILLAR MANAGEMENT DEVELOPMENT Fiduciary Management the ultimate solution to manager With CASE-STUDY contributions from: selection? Patricia Donnelly, BNP PARIBAS ASSET MANAGEMENT & Stephen Gunkel, PICTET ASSET MANAGEMENT PLUS Streamed sessions giving you more topics and speakers to choose from If you re interested in fund manager selection, this conference is a must! I look forward to meeting you there! Best regards One of the best conferences I have ever attended (Line Vestekgaard, INDUSTRIENS PENSION FUND) The conference gives a great overview of what is happening in this field (Lars Holm-Pedersen, DANSKE CAPITAL) This very popular workshop has been revamped to bring new content and new small group discussions. By attending you will help ensure you are up to speed with the very latest ways to prepare winning responses and earn a place in the beauty parade. Maximise the experience by sending your RFP team. Liz Doughty Conference Director P.S Register by 14th March And SAVE up to 300!
3 Fund Manager Selection DAY ONE: Tuesday 15th April 2008, Hotel President Wilson, Geneva 9.00 Chairman s Introduction Pierre Cardon Head of External Fund Management BANK FOR INTERNATIONAL SETTLEMENTS Pierre Cardon, CFA, is responsible for external fund management activities at the Bank for International Settlements (BIS) as well as being Secretary to the BIS Pension Fund Committee. As part of his role, Pierre advises central banks and official institutions on reserve and risk management issues. During his 20 years at the BIS, Pierre has been instrumental in building the Asset Management business, in expanding BIS operations in capital markets and developing the risk management framework for BIS Banking activities. Outside of the BIS, Pierre is Governor of the CFA Institute Board since September 2006 and is an Advisory Committee member of the European Pension Fund Investment Forum. Pierre holds a Masters in Economics from the University of Louvain-la-Neuve and a MBA from the University of Chicago. He obtained his CFA charter in Key Trends Shaping the Asset Management Industry Current economics: significant growth but market performance is main driver Key trends - open architecture: but only a few consistent winners - unbundling alpha and beta strategies - blurring frontiers - regulation and higher fee transparency Outlook on future industry structure - redesign of competitive frontiers - polarisation - war for talent Robert Stark Principal MCKINSEY & CO Robert studied business administration at the University of Cologne and the École des Hautes Études Commerciale (HEC) in Paris, obtaining a Master s degree and is now a Principal working in McKinsey s Cologne office. Since joining the firm in 2001, he has been working for several clients in the financial services industry, focusing mostly on asset management, investment banking and insurance topics. Robert is a dedicated member of McKinsey s European Insurance and Asset Management Practice and its Corporate and Investment Banking practice Using a Quantitative Approach to Assess Manager Skill & Improve Performance The latest developments in quantitative approaches Using quantitative techniques to see how alpha is generated Quantitative techniques for institutional investors - understand how fund managers generate alpha - take informed investment decisions Quantitative techniques for fund managers - more consistent alpha generation - compare your skills against peers Rick Di Mascio CEO INALYTICS Rick Di Mascio is Chief Executive and founder of Inalytics Limited. Prior to establishing the company, he was the Managing Director and CIO of CINMan, the in-house fund manager for the Coal Schemes, and then Head of the UK Unit at Goldman Sachs Asset Management. Rick has also held the positions of Director of Olympus Capital Management, a European long/short hedge fund manager, and Executive Director of IMIGest, the leading Italian mutual fund company Morning Refreshment Break NEW RESEARCH Presenters were lively and excellent. Useful to know what investors look for and the views of specific investors Fiona Willmott, GSAM Selecting Managers for the NPRF Qualitative & Quantitative Approaches in Practice Quantitative & qualitative criteria Other considerations: fund size, domestic vs. foreign, brand name, fit with current portfolio RFPs Beauty parade dos and don ts from an investor perspective Maintaining a relationship with the manager what a pension fund likes to see Eugene O Callaghan Head of Investment Manager Programme NATIONAL PENSIONS RESERVE FUND, Ireland Eugene O Callaghan is Head of Investment Manager Programme with the Irish National Pensions Reserve Fund, where he is responsible for selection and monitoring of investment management firms hired by the fund. The National Pensions Reserve Fund of Ireland was set up in 2001 to supplement the current pay as you go public pension system. The fund is currently valued at EUR16,612 million. Eugene joined NPRF in February 2005 from Irish Life Investment Managers where he had been an Executive Director and had worked for 15 years in a variety of roles. P PANEL SESSION How Do Consultants Add Value? The Changing Role of Consultants in Manager Selection Selection with a consultant vs. selection in house Changing business models among consultants Are consultants much alike or are there differences between them? Understanding the increasing trends towards consultants offering multi-manager packages or fiduciary management: is there a conflict of interest? Fee structures for consultants Moderator and panellist: Jesper Kerstein, Managing Director, KERSTEIN FINANCE Kirstein Finance is a Danish based investment consultancy that provides consultancy services to large clients on investments and strategy. Jesper Kirstein has an MSc in Economics from the University of Copenhagen and has completed supplementary studies at Stanford University and INSEAD. Prior to setting up Kirstein Finance, his previous employment included positions as a stockbroker manager and a bank manager. He is associated with the department of finance at Copenhagen Business School. Panellists: David Vafai, CEO, BFINANCE David is the Chief Executive Officer of bfinance International Ltd. David founded bfinance in 1999 after having spent 3 years managing a division of Bertelsmann in France. David's prior experience includes working as an Associate of Goldman Sachs International in London and with the Pensions and Benefits Consulting arm of William M.Mercer in Toronto. David received a MBA from INSEAD, a BSc (Hons) in Actuarial Science from the University of Western Ontario and is a CFA charterholder. Eugene O Callaghan, Head of Investment Manager Programme, NATIONAL PENSIONS RESERVE FUND, Ireland (see biographical details above) Lunch followed by Afternoon Concurrent Sessions CASE STUDY
4 Fund Manager Selection DAY ONE continued: 15th April 2008, Hotel President Wilson, Geneva STREAM A Selection Approaches & Strategies Session Chairman Tony Hay, Publisher RESPONSIBLE INVESTOR Tony is the co-founder of Responsible Investor, an online magazine and information resource which recognises the growing requirement to achieve investment returns within an ESG framework. Prior to thistony was a key member of the team which launched Investment & Pensions Europe (IPE) magazine. Additionally, he was creator of IPE-Quest.com Strategies for Success in an RFP Extracting the most from the RFP process Understanding client needs Be clear concise and focused Can you be different? Stephen Gunkel Senior Manager Global Marketing & Communications PICTET ASSET MANAGEMENT Stephen joined Pictet Asset Management in 2004 and is a Senior Manager in the Global Marketing & Communications Team. His responsibilities also include RFPs. He began his career in the media and marketing industry in 1990, with specific responsibility for campaigns in the Far East and Asia. In 1996 he moved into the financial services sector, initially as a marketing research analyst, and latterly as a specialist in institutional investment A Contestant s View of the Beauty Parade Understanding what to expect from an investment manager What information do you need? How relevant is a track record? How much influence does the final presentation have? Philip Garcia Director Client Service, EMEA T ROWE PRICE GLOBAL INVESTMENT SERVICES Philip M. Garcia is the director of client service in Europe, the Middle East and Africa (EMEA) for T. Rowe Price Global Investment Services Limited (TRPGIS), the organisation responsible for T. Rowe Price s institutional business worldwide. He is a vice president of T. Rowe Price Group, Inc. Prior to joining the firm in 2005, he was the head of UK investment consulting at Towers Perrin in London Afternoon Refreshment Break Fiduciary Management: The Ultimate Solution to Manager Selection? Defining fiduciary management Examining trends towards the provision of a one stop shop service The Dutch market as an example and comparisons with Swiss and other European pension systems Is there a conflict of interest? Who benefits from fiduciary management? Anton van Nunen Director VAN NUNEN & PARTNERS Anton is the owner/director of Van Nunen & Partners, an advisory company for both institutional and private investors. He is an advisor to the investment committees of VGZ-IZA, TRIVOLI fund, CAMPINA pension fund, PROVISUM pension fund and ARCADIS Pension Fund. Anton received his Ph.D. in macroeconomics and the theory of money, credit and banking at Tilburg University. He has written a book on fiduciary management. Great to have investment managers, consultants and pension funds in one room discussing a subject that is close to all our hearts! Great conference Paul Cribb, BARCLAYS GLOBAL INVESTORS STREAM B: Funds of Funds & Multi-Manager Funds Session Chairman Pierre Cardon Head of External Fund Management BANK FOR INTERNATIONAL SETTLEMENTS Understanding Manager Skill: The Multi-Manager Approach The problems of identifying a truly skilful manager Understanding the sources of risk and return The star manager conundrum Multi-manager active asset allocation strategies Combining managers Dirk Rathjen International Investment Research & Selection SKANDIA LEBENSVERSICHERUNG Dirk s responsibilities include Fund research, Fund Selection, Asset Allocation, Investment marketing, Investment communication and general management. His education includes Master s in both Statistics and Economics and a Ph.D. in Finance. From He joined Skandia in 1999 and became Head of Investment with Skandia Germany in Since December 2002 he has been on various international investment committees within Skandia Funds of Funds Screening: The Value of Fund Ratings, Style Analysis & Other Tools Understanding style analysis as a selection criterium for funds of funds Assessing manager style How is historical data used in fund selection? What does experience show for retail and institutional investors? Kristof Agache Head of Fund Research DEUTSCHE BANK Kristof Agache is Head of Fund Research at Deutsche Bank in Brussels where he is responsible for the team that selects third party funds and manages both the funds of funds and the pension fund of Deutsche Bank Belgium. He is also involved in asset allocation decisions. Prior to this he was fund manager, balanced funds at Fortis Investments, where he was responsible for the funds of funds. He also teaches at Vleko Business School in Brussels Afternoon Refreshment Break STREAM B continued Developments in Equity & Fixed Income New Ways to Manage Your Equity Portfolios: Fundamental Vs. Cap Weighted Benchmarks Defining fundamental or wealth weighted benchmarks Cap weighted benchmarks advantages and disadvantages Empirical considerations Points to consider as an investor Stephan Skaanes Senior Investment Consultant PPC METRICS Stephan Skaanes studied economics and business administration (Finance) at the University of Zurich and holds a doctorate for his thesis covering asset allocation of Swiss pension funds. He is a certified CFA, Financial Risk Manager (FRM) and Chartered Alternative Investment Analyst (CAIA). Since June 2005 he has worked for PPCmetrics AG as a investment consultant and for the University of Zurich as a lecturer.
5 Fund Manager Selection DAY ONE continued: Tuesday 15th April 2008, Hotel President Wilson, Geneva Selecting Managers for High Net Worth Investors & Family Offices Looking at asset classes the search for alpha How does the selection criteria for HNWIs differ from the institutional investor? Typical quant analysis and due diligence research for the HNWI client Applying the approach can institutional investors learn lessons from the HNWI selection processes? Mario del Pozzo CEO GEFORIN Mario del Pozzo is Founder and Managing Director at Geforin S.A - a Portfolio Management Company as well as a Multi Family Office. He was the international investment strategist to the Epta Fund, a consortium of 7 Italian Saving Banks between 1987 and From 1974 to1978 he was a financial advisor to H.H. Prince Karim Aga Khan in Geneva and previously worked for Merrill Lynch. He graduated in economics and holds an MBA Chairman s Summary Day One & Drinks Reception How to Assess a Fixed Income Manager Understanding the marketplace: - why does it seem like all fixed income managers are essentially the same? - how is it that so few managers manage so much of AUM? Broadening opportunity sets: the role of global alpha and currency management Basic tools of fixed income quantitative and qualitative analysis Analysing fixed income performance and risk attribution Brian Ingram Senior Research Analyst, Fixed Income RUSSELL INVESTMENT GROUP Brian Ingram is a senior research analyst on Russell s London-based global fixed income team. His primary responsibilities are researching and identifying outperforming currency and global fixed income managers for external consulting clients and Russell s own multi-manager strategies. His research publications and presentations have significantly enhanced the firm s knowledge of currency strategies and analysis of currency management techniques Chairman s Summary Day One & Drinks Reception DAY TWO: Wednesday 16th April 2008, Hotel President Wilson, Geneva 9.00 Chairman s Welcome Pierre Cardon Head of External Fund Management BANK FOR INTERNATIONAL SETTLEMENTS CASE STUDY 9.10 Selecting Managers for New Asset Classes: Commodities Case Study Issuing mandates for new asset classes - internal considerations and concerns The tender process and tender results How we made the short list Interviewing potential managers Negotiating the contract, appointing the manager and on-going monitoring Iver-Marcelo Aparicio Asset Allocation & Risk Management AHV FONDS (Swiss Federal Social Security Fund) Iver-Marcelo Aparicio joined the Swiss Federal Social Security Fund - a buffer fund whose first task is to pay old age and disability pensions - as Investment Manager in December, He is mainly in charge of asset allocation and the risk management. Within his daily activity, he is in charge of managing a derivative overlay portfolio. During 2007, he was strongly involved in the commodity investment program as well as the internal currency overlay program. Unique Peer-2-Peer Business Opportunities! If you provide services or products to the fund management community and need direct access to senior level decision-makers, ensure your presence at the leading industry meeting! Please contact Aida Mezit on +44(0) for further information. INVESTOR PANEL SESSION 9.50 Performance Data & its Role in the Selection & De-selection of Managers Institutional investor attitudes to past performance trustees and pension boards Multi-manager approaches What past performance is counted as relevant and what is discounted? How to question managers about performance Moderator: Susan Douse, Managing Partner DOUSE ASSOCIATES Susan has 23 years experience in the investment industry, principally on the institutional side, with experience in asset management, investment consulting to pension funds including manager research, broad industry research and advice to asset management firms. She was a Partner at Watson Wyatt from and began her international career with SEI in London establishing their international manager research effort in Susanne Haury von Siebenthal Chief Investment Officer SWISS FEDERAL PENSION FUND PUBLICA Susanne Haury von Siebenthal is Head of Asset Management and member of the executive board at the Swiss Federal Pension Fund PUBLICA. Prior to that, she worked with several Swiss Banks in various treasury and asset management roles and was also a member of the Swiss negotiating team at the Uruguay Round of the GATT, today's WTO. She holds a PhD in economics from the University of St.Gallen, Switzerland. James Barber, Senior Portfolio Manager SEI INVESTMENTS James joined SEI in 1999 and is currently responsible for portfolio strategy, manager selection, portfolio construction and performance for the European and UK equity products and is a member of the Global Equity Management Committee. Prior to this he has held various roles within the investment team, with responsibilities including global investment strategy, asset class research and investment manager research. Claudia Itschner, Head of Manager Selection ZURICH FINANCIAL SERVICES Claudia Itschner is head of manager selection based at the corporate centre in Zurich. Prior to joining ZFS in 1998 she spent 4 years at Credit Suisse in Tokyo including as a portfolio manager for non- Japanese bonds and equities. She received her degree from the University of Gallen, Switzerland (Master s equivalent) and is a CFA charterholder.
6 Fund Manager Selection DAY TWO continued: 16th April, Hotel President Wilson, Geneva Morning Refreshment Break Understanding the Trend Towards Unconstrained Mandates What does an unconstrained mandate mean? What are the representative benchmarks? What is the difference between an absolute return manager and an unconstrained manager? If all unconstrained managers are different, how can you compare them? How much market risk should be embedded in the unconstrained mandate? What to look for in an unconstrained manager both in manager selection and on-going monitoring Fabrizio Ammirati CEO KIEGER INSTITUTIONAL CONSULTING Fabrizio Ammirati is a Managing Director at Kieger Institutional Investment Consulting, a Swiss financial consulting firm dedicated to institutional investors: pension funds, endowments and corporates, where he has worked since Mr. Ammirati is responsible for business development and client relationship management. He assists clients with a wide range of investment consulting services What Sort of Managers are Well-Suited to 130/30 Funds? What is 130/30 - and what it is not (absolute return fund) Is its success quantifiable? Are some managers more likely to get it right than others? The debate over quant vs fundamental managers How can you identify the successful 130/30 manager? Stuart Gordon Advisor PAN TRUSTEES With over 37 years industry experience, Stuart is one of the UK s leading investment manager research professionals. Until May 2007 he was CIO with Close TEAMS and continues to act as Chairman of the TEAMS Investment Committee and a long term adviser to the Close Multi- Manager team. He has since joined Pan Trustees, a leading firm of Independent Pensions Trustees. In his earlier career, he held senior management positions with Noble Lowndes and Mercer, latterly as European Partner for Mercer s Lunch CASE STUDY Selecting & Combining Hedge Fund Managers Understanding how hedge fund managers generate alpha Multi-manager active asset allocation strategies to create alpha Fund manager selection to create alpha Combination analysis - What to look for when combining managers - Dividing the portfolio between managers Mark Baak Team Leader, Fund Management FINLES Mark Baak joined Finles Capital Management in Finles Capital Management made it s first hedge fund allocation in Baak is currently heading their fund management team and is the portfolio manager of the Finles Star Selector Fund. The Finles Star Selector Fund is a multi strategy fund-of-hedge funds. Interesting and entertaining.. a good mix in the audience Christoph Gort, CITY OF ZURICH PENSION FUND A Best Practice Approach to Qualitative Fund Manager Selection Objectives of fund group and fund Understanding a manager s investment philosophy and processes Ensuring it is consistent with the RFP presentation and objectives How to get beneath the skin of the manager what truly identifies skill Spotting weaknesses Susan Douse Managing Partner DOUSE ASSOCIATES Susan has 23 years experience in the investment industry, principally on the institutional side, with experience in asset management, investment consulting to pension funds including manager research, broad industry research and advice to asset management firms. She was a Partner at Watson Wyatt from and began her international career with SEI in London establishing their international manager research effort in Afternoon Refreshment Break Large Asset Managers Vs. Boutiques: A Multi-manager's Perspective New data: how size matters in a selection process and how to weigh up the pros and cons Do large fund management companies get into silos unable to operate on a broad basis? What are the infrastructure and resource risks of boutiques? Who has the most flexibility? What resources are really needed to properly evaluate stocks? Merger and acquisition risk Loss of key personnel risk Antony John Managing Director INVESTMENT MANAGEMENT SELECTION After working for National Westminster Bank for six years, in 1986, Antony established a private financial service practice. For 10 years he worked as a Director of Hill Samuel Asset Management and between 1999 and 2003 he was an Executive Director at the private Swiss bank, Lombard Odier Darier Hentsch. Antony joined IMS in 2003 as a Partner Selecting a Transition Manager & Implementing a Smooth Transition What should a transition manager be responsible for? Choosing the right provider with the right approach to your business Ensuring transparency Avoiding pitfalls by setting appropriate benchmarks Providing effective communication between all parties Speaker to be confirmed Chairman s Summary & Close of Conference Official Media Partners: IPE-Quest is designed to bring together Institutional Investors and Asset Managers. It provides Institutional Investors with easy-to-use web-based technology that delivers a manager long-list pre-rfp. At the same time, it allows Asset Managers to place their capabilities in any given asset class in front of potential clients. Since 2002 (to end December 2006) IPE-Quest notified a total of 433 searches valued at more than EUR 20 billion. Some 650 asset managers reply to the wide range of searches on the site. This is why an increasing number of institutional investors including pension funds, private banks, insurance companies, multi-managers and investment consultants use the service when conducting manager searches. Responsible Investor provides institutional investors with a comprehensive online magazine and information resource which recognises the growing requirement to achieve investment returns within an environmental, social and corporate governance framework. For further information or visit
7 Post-Conference Workshop Writing Winning Proposals in Response to RFPs Thursday, 17th April 2008, Hotel President Wilson, Geneva RFP team discounts available! Contact Sindi Chong for details What Your Organisation Will Achieve This one day interactive workshop delivers immediately useable skills for writing professional proposals. You will learn how to present your products and services in a style that conveys a clear picture of the solution your organisation is offering whilst respecting the RFP criteria. Workshop Programme & Format The workshop combines key elements for responding to RFPs: an outline of relevant principles for effective writing; plenty of practical exercises; an opportunity to study extracts of RFPs; and ample time to share and discuss your own experiences in answering or contributing to RFPs. The emphasis is on developing greater awareness, sharing expert insights and learning key skills to become a capable proposal writer. The programme includes: Purpose, Planning and Structure Matching the client s needs SWOT and competitor analysis Pros and cons of RFP software Use of modern document design Case Studies Examples from real RFP responses What are their strengths and weaknesses? How could they be improved? Examples from the group Writing in an Effective Style Key features of effective RFP responses Balancing clarity with technical knowledge How to phrase answers to sensitive questions Use of the Fog Index for readability Practical Exercises How to respond to difficult questions Making your RFP response unique Developing content in a logical format Précis writing for consultants databases Who Should Attend This workshop is designed for Fund Management proposal teams, sales people or other support staff who write responses to RFPs. Those preparing to issue RFPs are also encouraged to attend, to learn how to achieve a better quality of response. By attending this workshop, your employees will learn to: Appraise and match your clients criteria more successfully; Bring out your company s greatest strengths; Follow a proposal development system that includes a strength/weakness analysis; Project a professional image of themselves and the organisation; Measure the clarity and effectiveness of their writing style; Ensure that their writing is fluent, readable and error free; Use modern document design techniques to make their RFP responses more appealing. "Great interaction with other RFP professionals" (Kay Akast, NIKKO ASSET MANAGEMENT) "Excellent knowledge & insights - great speakers" (Freshta Modjib, ADVEQ) Mark Campbell is a partner of TEMPLE MILLAR MANAGEMENT DEVELOPMENT, consultants in effective management and communication skills, based near Oxford, England. Temple Millar provide training for well established multinational clients such as AstraZeneca, Cadbury Trebor Bassett, Diageo, GlaxoSmithKline and Vodafone. Since 1999 Mark has also been a mainstream provider for IIR Management Development. Before this, Mark graduated from Edinburgh University with an MA (Hons) in French and gained a BA (Hons) in Psychology from the Open University. As an international training consultant with more than 20 years experience in professional business writing, he encourages high levels of participation as a stimulus to making the workshop an enjoyable and enlightening experience. Case study examples from: Patricia Donnelly, Head of Client Service, BNP PARIBAS ASSET MANAGEMENT. Patricia joined BNPP AM in 1997 and has been deeply involved with RFPs ever since, particularly since 2000 when she was appointed head of the RFP team, which replies to questionnaires from around the world in several languages. Her responsibilities now include client service for institutional and distributor clients. Patricia was educated at Aston University where she earned a BSc (Hons) in French and Business Administration. She is a CFA charterholder and is Vice President of the French CFA Society. Stephen Gunkel, Senior Manager Global Marketing & Communications, PICTET ASSET MANAGEMENT Stephen joined Pictet Asset Management in 2004 and is a Senior Manager in the Global Marketing & Communications Team. His responsibilities also include RFPs. He began his career in the media and marketing industry in 1990, with specific responsibility for campaigns in the Far East and Asia. In 1996 he moved into the financial services sector, initially as a marketing research analyst, and latterly as a specialist in institutional investment. Stephen has worked for a number of financial institutions including; Henderson Global Investors, Gartmore and F&C. Workshop timings: 8.30 registration for 9.00 start. Refreshments will be served morning and afternoon and lunch will be from a approximately The workshop will close at
8 Conference Fund Manager Selection - 15th and 16th April 2008 Workshop Writing Winning Proposals in Response to RFPs - 17th April 2008 KM2014C KM2014W Please quote the below VIP number when registering WHEN AND WHERE KM2014C 15th and 16th April 2008 KM2014W 17th April 2008 Venue: Hotel President Wilson 47 Quai Wilson 1201 Geneva Switzerland FIVE EASY WAYS TO REGISTER Payment should be made within 14 days of registration. All registrations must be paid in advance of the event. Your VIP number is on the address label. If there is no VIP number, please quote KM2014 : +44 (0) Please remember to quote KM2014 : Complete and send this registration form to: +44 (0) : HOW MUCH? 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