• We find a manager or they find us through referrals, screening of databases, etc.
  
• An introduction takes place via conference call or meeting in either party's office.
  
• We collect data consisting of monthly performance, historical portfolios, composite details, characteristics, etc.
  
• Manager style is confirmed by due diligence consisting of fundamentals, performance attribution, and peer universe analysis.
  
• We visit the manager's location and meet with all investment professionals and support staff for a detailed Q&A session.
  
• Managers are encouraged to visit with Pursuit.
  
• A mutual decision is made to move ahead, then the contract process goes into motion.
  

Differentiate and Create a Marketing Presence

• A point person from each firm is designated as the contact to ensure a smooth flow of data and information
• Three actions take place concurrently;
• product manager starts collecting data,
• marketers make calls to introduce the firm to consultants and prospects, and
• team begins creating marketing materials.
• Data collected by the product manager is used to build a library of answers for distribution to consultants, databases, and to complete RFPs, RFIs, and questionnaires.
• Marketing materials are developed starting with a detailed, 2 to 3 page narrative on the investment process called the decision making process (DMP).
  
• The presentation brochure, marketing profile, and mailer are created using the DMP as a guide.
  
• Databases are populated utilizing the library of answers developed by Pursuit.
  

Execute Sales Plan

• Our objective is to make 150 contacts per month in order to identify product interest and specific searches.
  
• From these contacts, we will develop a travel itinerary 3 to 5 weeks prior to a trip, which typically lasts 1 to 3 days.
  
• We generally require 6 to 10 calendar days per quarter from the manager for prospect meetings; more at the beginning of the relationship and less as time goes by.
  
• All marketing materials are provided by Pursuit. The manager brings their passion and knowledge of the process and portfolio.
  
• Experience has taught us that large accounts can come from unlikely places, so all meetings are important - even the ones in out of the way places.
  
• Follow-up notes are posted in our internal database and relayed to the manager by phone and through monthly reporting.
• We provide feedback on presentations to improve manager's success rate in future meetings.
  
• For final presentations, we conduct intelligence on the competition and investment committee members for a more focused presentation.
  
• We assist with contract and fee negotiations along with client service on an ongoing basis.