The 17th Annual Greenwich Associates Competitive Challenges Conference
October 7 & 8, 2020 |  Virtual Event

2018 Agenda

Charting a New Course: Executing Change to Drive Profitable Growth

As competition increases and margins continue to be squeezed, the actions to take and the solutions to these challenges will be at the heart of the discussions during this year's event.

The 2018 Competitive Challenges Conference will examine steps that asset management firms have taken, or are taking, providing actionable ideas for your firm to chart a path for growth through a challenging environment.

Time Monday, October 15th
5:30 - 7:30pm

Welcome Reception

(Executive Terrace at the Resort at Pelican Hill)

Time Tuesday, October 16th
7:00 - 8:00am

Onsite Registration & Breakfast

8:00 - 9:00am

Welcome Address and Overview of Industry
Charting a New Course: Executing Change to Drive Profitable Growth
Presenter: Greenwich Associates

9:00 - 10:00am

Establishing Structures to Support Strategy

Each time an organization steps up to the drawing board to discuss and define strategic objectives, a critical step in ensuring a successful implementation is mapping out structural changes that will be required to carry out the plan. This panel will examine what action steps organizations can take to ensure the firm's structure, leadership, and decision-making frameworks are well-designed to support strategic initiatives and cultural shifts.


Warren Stoddart
Co-Chief Executive Officer
Connor, Clark & Lunn Financial Group

John Galateria
Head of North America - Institutional

Charlie Shaffer
Managing Director, Head of Distribution
Voya Investment Management

10:00 - 10:15am

Break & Morning Snack

10:15 - 11:15am


Sapna Shah
EVP, Head of Corporate Responsibility

11:15 - 12:15pm

Developing a Differentiated Message

As the asset management industry matures and competition increases, communicating a differentiated message is critical to success. However, developing a truly unique positioning and ensuring clear and consistent communication in the marketplace is no easy task. This panel will endeavor to define what it means to be truly differentiated and share best practices (and stumbling blocks to avoid) related to communication of a unique and compelling story and positioning.


Adam Spector
Managing Partner
Brandywine Global Investment Management

Rob Joseph
Global Head of Consultant Relations
Northern Trust Asset Management

Damon Williams
Chief Executive Officer
RBC Global Asset Management

12:15 - 1:30pm


1:30 - 2:30pm


Joe Craven
Managing Director, Global Public Policy Group

2:30 - 3:30pm

Understanding Investors' Information Consumption Habits

With the rise of digital and social media and evolving preferences related to the consumption of information, insights, and data, many marketing managers at asset management firms are struggling to bridge the gap between the "old way" of doing business and the "new way" investors are consuming content. This panel will preview a range of perspectives about how to satisfy today's clients and decision-makers while not falling behind on developing strategic marketing approaches that align with the rapidly evolving future state of information-consumption patterns.


Joseph Dowling
Chief Executive Officer
Brown University

Farzad Jalil
Sr. Manager Corporate and Pension Finance
NCR Corporation

Lawrence Goldsmith
Vice President, Pension and Investments
The Walt Disney Company

3:30 - 3:45pm

Break & Afternoon Snack

3:45 - 4:45pm

Leveraging Intellectual Capital to Deepen Relationships with Institutional Clients

As investors increasingly consolidate manager line-ups, many managers are leveraging intellectual capital (broadly defined) to provide value to clients beyond investment performance. When done correctly, investors view these managers as an irreplaceable source of insight and innovative thinking. This panel will explore the steps required to deepen relationships through effective intellectual capital transfer.


Jo Ann Quinif
Managing Director and Head of Institutional Sales
Diamond Hill Capital Management

Michael Cantara
Senior Managing Director, Global Client Group
MFS Investment Management

Candice Stack
MD, Head, Institutional Client Management US

6:00 - 7:00pm

Cocktail Reception

7:00 - 8:30pm


Time Wednesday, October 17th
7:00 - 8:00am


8:00 - 9:00am


Chris Willcox
Chief Executive Officer of Asset Management
J.P. Morgan Asset Management

9:00 - 10:00am

Navigating New Frontiers of Outsourced CIO

Now that the Outsourced CIO (OCIO) trend has developed into a more mainstream reality within the institutional asset management industry, firms are grappling with the best ways to leverage this opportunity. This panel will delve into the specialized world of OCIO, discussing the various approaches and best practices to consider in order to drive profitable growth through this channel.


Dan Kutliroff
SVP, Head of OCIO Sales and Business Strategy
Northern Trust Asset Management

Goran Hagegard
Head of Outsourced CIO Relationships
Western Asset Management Company

Mark Brubaker
Managing Director
Wilshire Associates

10:00 - 10:15am

Break & Morning Snack

10:15 - 11:15am


Gregory Ehret
Chief Executive Officer
PineBridge Investments

11:15 - 12:15pm

Managing the Realities of Continued Fee Pressure

While asset managers have been battling fee pressures for years, shifting competitive dynamics and passive adoption have forced the topic of ‘margin preservation' to the top of asset managers' agendas. Focusing only on asset growth alone is no longer sufficient business practice. Instead, asset managers are examining opportunities to restructure pricing practices, reduce costs, or focus resources on higher margin opportunities. This panel will dig into some of the ways CEOs, COOs, and distribution professionals have come together to address fee pressures, from both revenue generation and cost management perspectives.


Bev Hendry
Chairman - Americas
Aberdeen Standard Investments

Judy Marlinski
Fidelity Institutional Asset Management

J. Mark Hancock
First Pacific Advisors

12:15 - 1:30pm

Box Lunch & Networking