The 18th Annual Competitive Challenges Conference
September 29 & 30, 2021 |  Virtual Format

2020 Agenda

Debating the Future of the Asset Management Industry: Defining Your Path to Success

Time (EDT) Wednesday, October 7th
9:45AM - 10:00AM

Join Virtual Conference

10:00 – 10:05AM

Welcome from Greenwich Associates - Day 1

10:05 – 10:30AM


Seth Bernstein
President and Chief Executive Officer
AllianceBernstein (AB)

10:30 – 11:00AM

When Will Diversity & Inclusion Be Considered a Success Story?

Plenty of research has been done to demonstrate the value of diverse workforces. Diversity – broadly defined – leads to better outcomes and by now most leaders in the industry seem to embrace this concept. But change has been hard and change has been slow. What deliberate steps must industry leaders take today to move from a period of acceptance to a period of action, marked by stamina and persistence? Why have the efforts to-date failed to affect meaningful shifts by most measures of success? And how must we hold one another accountable to ensure that we collectively raise the consciousness of the C-suite and embolden the next gen leaders to carry the torch?


Colin Meadows
Senior Managing Director, Head of Invesco Digital Ventures

Kathryn Sayko
Chief Inclusion & Diversity Officer

11:00 – 11:10AM


11:10 – 11:40AM

How is the ESG Spectrum Evolving in Key Markets?

While the adoption of ESG within has been slow to evolve within the institutional market in the United States, the vast majority of investors in Europe and, increasingly, Asia have embraced the concept and now actively seek to implement ESG within their portfolios. The COVID-19 global pandemic has pushed the topic further to the forefront. In Europe and Asia, asset managers are debating the best way to provide evidence of success or proficiency. What are the communication requirements and what do investors expect to see in the reporting documents? In the U.S., the question is still largely focused around the best or most appealing implementation strategy. Will a componentry-minded screening approach continue to exist? Or will an integrated investment philosophy take hold as the dominant – or only – acceptable option? For all market participants there is also the lingering question of when the industry will reach a point where we stop talking about ESG altogether because it becomes so embedded and so mainstream?


Martin Jarzebowski
Director of ESG and Responsible Investing
Federated Hermes

Julian Lyne
Chief Commercial Officer
Newton Investments

11:40 – 12:10PM

Will Private Markets Define Our Industry's Future?

Over the past several years, the pendulum of institutional assets has swung notably toward private markets products and away from more traditional public markets strategies as investors sought out differentiated, high alpha return streams in an attempt to close sometimes-dramatic funding gaps. Is this run to illiquidity here to stay and destined to challenge the business models of existing traditional asset managers or merely a cyclical shift that will, in turn, revert in favor of traditional offerings based on liquid assets?


Graeme Conway
MAM Chief Commercial Officer, Senior Managing Director (MIRA)
Macquarie Asset Management Group

Candice Stack
Head of Client Management, Americas

12:10 – 12:15PM

Wrap-Up from Greenwich Associates - Day 1

Time (EDT) Thursday, October 8th
9:45AM - 10:00AM

Join Virtual Conference

10:00 – 10:05AM

Welcome from Greenwich Associates - Day 2

10:05 – 10:35AM

Functional Forum: Marketing – The Impact of Strategic Marketing

Asset management "grew up" with a largely investments-led mindset, but signs suggest the tide might be turning as client perceptions and brand reputation both now carry more weight. In line with this mindset shift, the makeup of many ExCo leadership teams and the types of people sitting on the bench to be groomed as the next CEO are changing. How has Marketing evolved and elevated its standing within asset management firms? In what ways has the strategic importance of the Marketing function increased and how is the impact measured over time? And what are some ways that Marketing teams can be better partners with the rest of the organization – and vice versa?


David Chellew
Global Head of Marketing
Insight Investment

Roger Miners
Global CMO
BNP Paribas Asset Management

10:35 – 11:05AM

Functional Forum: Direct Sales – Data as a New Competitive Weapon

Data has become the new competitive weapon in the world of institutional direct sales. Gone are the days of dinners and tee times to build relationships and learn about prospects’ needs over time. Investors expect salespeople to walk in with a deep understanding of their organization’s needs and to use their limited time wisely. Where are asset managers finding useful, accurate, and differentiated data to feed into the sales process? How are sales teams using the information to enhance targeting efforts, improve the value of sales conversations, and differentiate their approach relative to competitors? And what tips or tricks have helped the Distribution function to embrace – and even find value in – the dreaded CRM?


Doug Greenstein
Head of Institutional Business Development
T. Rowe Price

Kim Wood
Senior Vice President, Institutional Sales
Capital Group | American Funds

11:05 – 11:15AM


11:15 – 11:45AM

Functional Forum: Consultant Relations – The Only Constant is Change

The investment consulting business is evolving before our eyes. Each year there is a new set of mergers and acquisitions, further shrinking the already concentrated set of “firms that matter.” In addition, the growth in popularity of OCIO has forced consultants to re-consider their business models, thereby adding a twist to the engagement approach of the asset managers seeking mindshare from these important intermediaries. How has the trend of consolidation impacted asset managers’ ability to “go deep” with select firms? Is it still realistic to maintain tight-knit relationships with all of the large and mid-sized players? Or will a more deliberate, narrowly defined coverage model become the norm? And how will the OCIO trend shape the future, for better or worse?


Laura Beckner
VP, Director of US Consultant Relations
Loomis, Sayles & Company

Josh Chisari
Head of the North America Consultant Sales and Global Delegated Partnerships
J.P. Morgan Asset Management

11:45 – 12:15PM

Asset Management 20/20: Greenwich Associates’ State of the Industry