Anatomy of lost clients

It is not easy to achieve what we strive for. When we meet new clients, we make them go through a brief write-up of various asset classes, their nature and the apt temperament needed to own them. We believe in a framework that emphasises making fewer mistakes rather than gunning for the best-performing investment option. We all know that no one can time the market and that winners keep changing. What we can do best is to construct low-correlation portfolios to get an optimum risk-adjusted return. We are convinced of this approach and would like to stick to it unless we learn anything different. However, our approach failed to impress a few clients. Typically, if we are unable to onboard a client, we try to hone our communication and find the reasons for the disconnect. If need be, we even make iterations in how we talk to our prospects. But then, there are a few meetings where, despite our best efforts, we cannot convince prospects to stay. The importance of lending your ears We learnt e

This article was originally published on April 15, 2024.