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General Sessions, Thursday, September 18

Juggling Your Communication Options — What Tools Should You Use for Today’s Needs?

Steve Crescenzo, Crescenzo Communications

Do you want to learn tips that have helped thousands of professionals improve their work in print and online? Do you want to know what denotes good and bad communication in the corporate workplace, and hear about how communication style has transformed over the years? Our day-one keynote speaker, Steve Crescenzo, will share his humor and insights to answer these questions and more!

If you’ve asked yourself, “What is ‘effective’ communication, especially when I need senior management’s input with limited time?”; “How has working globally shaped our approach in recent years, both from a cultural and technical perspective?”; or, “If I still rely on a fax, should I consider a blog?” And, never to be overlooked, “What can I do differently to improve my communication that will further my development?”

Looking to the Future with Consultants and Investors

Moderators: Jackie Charnley and Christine Røstvold, Charnley & Røstvold

Panelists: Jane Buchan, PAAMCO; John Casey, Casey, Quirk & Associates; and Stewart A. Dier, New York City Comptroller’s Office


Hear from leading industry consultants and fund sponsors about the challenges facing our industry and the trends on the horizon. Learn what key decision makers are looking for from investment managers today and in the future. This is a valuable opportunity for you to ask questions and discover how you can contribute further to your firm’s success.

Anniversary Celebration: PAICR Past, Present, Future — Presidents’ Perspectives

Moderator: Jill Brogan, Martingale Asset Management

Panelists: PAICR past presidents: Janet Acheatel, Brandes Investment Partners; Chela Mitchell, Russell Investments; Jill Plumb, Capital Guardian Trust Company; and Sally Stalcup, Stalcup Consulting


Happy 10th anniversary to PAICR! Enjoy an engaging and enlightening discussion on PAICR’s history. The panel will present a retrospective on the association’s roots, where we’ve been, and where we’re going. These PAICR members have a rich history of industry experience, and they will share from their varied perspectives as we look toward the future together. These seasoned professionals will share their insights on how the role of investment communications professionals have changed and how to manage the challenges ahead in today’s marketplace.

General Session, Friday, September 19

It’s How You Say it That Matters Most — Creating and Communicating Messages That are Convincing, Inspiring and Real

Dene Cohen, DCODE Communications

Whether you’re trying to convince your manager about your new idea, developing marketing messages, presenting at a department meeting, or having a conversation with one person, the chances of reaching your desired outcome depend on your ability to connect and develop real relationships that get your audience excited and tuned into what you are saying. Dene Cohen of DCODE Communications will explain how to create messages that connect what you’re asking for with your audience in a way that is convincing, inspiring, and real.

Workshops, Thursday, September 18

Everything You Wanted to Know but Were Afraid to Ask About Investing

Moderator: Angie Chiesa, Institutional Capital

Panelists: Michael Pastena, Advisors’ Education Group and Neil Seigel, Lehman Brothers Asset Management


If you’re new to the investment industry or simply shy away from “asking a dumb question,” then join our seasoned industry professionals as they answer your questions in plain English. It is critical that you come prepared with a question or something that’s tugging at you about equity, fixed income, alternative strategies, definitions, or how current economic trends connect to our business. Anything goes in this easygoing setting where learning from your peers’ questions, as well as your own, will round out your experience.

Changing Nature of How Databases are Used

Moderator: Kathy Kohler, Lazard Asset Management

Panelists: Lauren Cola, ASAP Advisor Services; Janine Jaeger, Rogerscasey; and Gail Prins-Visser, McLean Budden Limited


The spotlight is on the consultant database arena and we’ve pulled together industry experts to share intelligence that can help you make your firm shine. We’ll hear how the world of databases has changed; how to present your firm accurately and without clutter; who’s searching and how they are using the information; and how to project manage (plan, prioritize, and execute) the enormous effort required to help your firm make the cut.

Writing Effective Employee Evaluations: From Providing Constructive Criticism to Well-Deserved Praise — Conducting an Effective Employee Evaluation While Still Conducting Business

Moderator: Marlene Petter, Delaware Investments

Panelists: Rebecca Mazin, Recruit Right and Ania Mikson, Delaware Investments


Does the e-mail subject line from HR — Employee Evaluations Due — leave you with clammy hands or a migraine? Do you have challenging employees whose self-awareness might need a reality check? Do you have superstars who you want to help get ahead? Writing effective evaluations doesn’t have to be your most dreaded task. Join this session to learn a few proactive tips for preparing for, writing, and conducting employee evaluations.

How to Retain Clients in Tough Markets — Strategies and Tactics to Use With Retail, Intermediary, and Institutional Investors

Moderator: Jill Brogan, Martingale Asset Management

Panelists: Rui M. Moura, Novartis Consulting and Jeanie Ulicny, Ulicny Communications

What inspires an investor to “hold on” during consecutive quarters of negative performance or through a manager departure or a crisis? How do you effectively reach clients who choose to hold their assets via fund supermarkets? Learn ways to establish a retention effort from the day the client relationship begins — and the importance of creating a messaging platform that goes beyond performance. Hear case studies of what has and has not worked in uncertain markets for investment managers large and small. Please bring specific retention issues to the workshop to share and gain insights from the panel and others in the audience.

Proposals 101 — Getting Back to the Basics

Moderator: Lisa Weaver, AAM

Panelist: BJ Lownie, Strategic Proposals.com

Having solid skills and knowledge of the basics provides a strong foundation for further developing advanced skills and knowledge, delivering superior performance, and creating outstanding results. Without the basics, it is not possible to be highly effective or efficient.

Some of what you’ll learn in this informative, engaging, and entertaining session:

Whether you’re part of a large proposal group or an individual, an experienced proposal professional with years of experience or new to the world of proposals, you will gain new insights and pick up some great tips for working more effectively and more efficiently. You will learn techniques that can immediately be applied to bring about improvements to your own responses. After this workshop with BJ, you are sure to be “passionate about proposals,” too!

Workshops, Friday, September 19

Fixed-Income Strategies — Are They on the Decline Due to the Economy?

Moderator: Diana Gaither, Franklin Templeton Investments

Panelists: Paul Foster, Delaware Investments; Stace Johnson, Principal Global Investors; and Marc Kremer, Franklin Templeton Investments


At this workshop, you will learn about the fixed-income market, including important market trends, what is important industry information, what is market buzz and how that may have impacted investment mandates, and what types of communications are helpful with clients. Please come with your questions and make this session interactive!

Employee Engagement

Panelist: Gloria Vitro, William Blair & Company

Creating an environment that encourages employee engagement is considered to be essential for organizational success. Join us to learn more about employee engagement and discuss ideas to increase employees’ connectivity with the business and their coworkers.

Reducing the Pain of Producing Prospectuses and Reports

Moderator: Marlene Petter, Delaware Investments

Panelists: John Closson, Data Communiqué; Lisa Lamentino, Oppenheimer Funds; and Marguerite Morrison, New York Life Investment Management


Are you struggling with the increased costs of “AAs” when producing reports and prospectuses? Are you barely making print deadlines? Are there inconsistencies among your documents? And how are you going to manage summary prospectuses if and when they become a reality (and you have 30 days to turn them around each quarter)? Join this workshop to learn about solutions to these challenges.

Performance, Marketing, GIPS Compliance — Practices and Procedures

Moderator: Della Stewart, CIPM, Brandes Investment Partners

Panelist: Arin Stancil, CFA, CIPM, Ashland Partners & Company

How long does it take to get your performance numbers? How do you manage all those compliance disclosures? This session will explore performance processes and GIPS compliance and demystify GIPS verification. Bring your questions for an interactive session. We will discuss how firms take their performance results from calculation to composites, marketing, and compliance.

The Pen is Mightier than Performance — Upgrade Your Firm’s Written Communications

Moderator: Lisa Bosley, Analytic Investors

Panelists: Debra Levine, Levine & Associates; Ellen Krott Hummel, Marketing Communications Consultant; and Deb Mackey, Open E Communications


Learn effective writing techniques from industry masters. As investment communicators, you already understand the power of great writing. In this workshop, we enhance your ability to create communications that connect your firm to its target audience. Our panelists will point out bad writing habits and provide salient tips you can implement immediately. Join us for a lively, interactive session designed to help you propagate your firm’s news/information with wit, vitality, and good English!

Roundtables, Thursday, September 18

Star Search — Building (and Defending) a Great Team

Facilitator: Della Stewart, Brandes Investment Partners

Can’t find talented writers? Do your editors not know the differences between value and growth? Is your team spending a lot of time on the least important tasks? Join our discussion and share tips on finding and developing a great communications team … and tools to defend the team when management wants to cut costs.

Global Marketing (It’s Already Tomorrow Over There) — How to Work and Communicate Around the Globe

Facilitator: Diana Gaither, Franklin Templeton Investments

Working globally is a great concept, except when it comes to the challenges of time-zone differences and language and cultural barriers. Simply learning the new way to accomplish the same task developed in another region can present an unexpected hurdle. And when you work across sites and regions, which roles, processes, and structures work best? If you have been working with your teams in other regions or countries, or plan to in the future, join this roundtable to share best practices and learn a few new tips!

Proposals 101 — Getting Back to the Basics

Facilitator: BJ Lownie, Strategic Proposals.com

BJ Lownie got you thinking (and laughing) in his earlier workshop, you’ll definitely want to attend this follow-up roundtable. BJ will answer any questions you may not have had time to ask or may have thought of after the workshop. You will also be able to share your proposal problems and concerns and get advice from this renowned proposal expert. No matter what, you are sure to come away with new ideas for improving your own skills and knowledge and your proposals.

The Wonderful World of Consultant Databases

Facilitator: Gail Prins-Visser, McLean Budden Limited

Do consultant databases frustrate you? Are you fed up with dealing with inconsistencies? Do you dread quarter-end because you know consultant databases loom on the horizon? Then join us in a roundtable discussion about consultant databases. Discuss with your peers how to deal with populating databases, share your ideas and tips for better managing databases, and learn about the Canadian initiative to try to standardize databases.

It’s Not Just Pretty Pictures and Great Graphics — Selling the Value of Communications/Marketing/Branding Internally

Facilitator: Ann Bohrer, Metropolitan West Asset Management

Are you challenged because so few people at your organization value or understand communications and marketing? Do people complain about the RFPs, pitch books, and quarterly pieces without a full understanding of what it takes to get them done? Please join the group to share ideas and tips on how to “merchandise” the communications efforts that you and your team are making and why it’s important for the firm.

Practical Tips to Managerial Challenges: Writing Evaluations, Setting Goals, Motivating Employees and Managing Drama

Facilitator: Marlene Petter, Delaware Investments

Do your managerial challenges keep you up at night? Want to spend more time focusing on business challenges? Join us to share practical tips — ideas you might be able to implement tomorrow — in a few key areas, and throw out your sleeping pills.

Marketing and Client Service Challenges for Small Firms

Small firms usually find themselves competing with the big firms, but with substantially fewer marketing resources. Discuss best practices for effectively marketing your firm and products on a limited budget and balancing competing needs. Come prepared to discuss a variety of topics, such as the effectiveness of various communications, the pros and cons of PR, the benefits of customized versus generic materials, and how to make the most of external resources.

Marketing and Client Service Challenges for Large Firms

Facilitator: Suzanne Escousse, Goldman Sachs

The bigger the better right? More products, more resources, and more to coordinate, how do you manage it all? Discuss how you coordinate global practices and effectively market your firm and products through different channels and perhaps time zones. Come prepared to discuss a variety of topics, such as the effectiveness of various communications, the pros and cons of PR, the benefits of customized versus generic materials, and how to make it all consistent and compliant across various offices and/or languages.

How to Implement a “Getting Things Done” Mindset into Your Everyday Life

Facilitator: Lisa Bosley, Analytic Investors

Are you familiar with David Allen’s personal organization book, Getting Things Done? Do you ever wish you were more organized, but just don’t feel like you have the time to make it happen? Maybe you’ve read Getting Things Done — or maybe you haven’t — regardless, this roundtable is designed to bring dedicated people together for an honest discussion about better ways to get on top of your workload, plan and “unstick” projects, and overcome the feeling of being overwhelmed.

Roundtables, Friday, September 19

It’s How You Say It That Matters Most — Creating and Communicating Messages That Are Convincing, Inspiring and Real

Facilitator: Dene Cohen, DCODE Communications

Join Dene to discuss your real-life challenges around developing compelling messages and communicating them in a way that gets your audience to tune in ... not out. Come prepared with an example to share in an informal atmosphere where you can learn how to apply the concepts Dene shares at the second-day keynote address.

Developing Eco-friendly Materials

Facilitator: Angie Chiesa, Institutional Capital

This environmental trend, that was once a fad, has become the higher standard for investment management firms globally. It is reflected in their business practices as well as their marketing materials. But what does “going green” mean? How can we market ourselves with the appropriate steps toward green? This roundtable will discuss the demand for green initiatives in the marketplace, and how to make the shift toward green materials/ideas in an effective and efficient manner.

Break Out of the Box — Marketing During Uncertain Times

Facilitator: Rick Shaughnessy, Coronado Pacific Group

Every now and again we fall into a rut of producing the same material each and every quarter. We generate the same commentary piece, the same fact sheet, and the same pitch book. It’s time to break out of the box, particularly during these challenging market environments. Take the opportunity to offer clients and consultants value-added services and market your firm. In times of market uncertainty, learn how you can position your company to offer what the client needs.

Developing Your Employees’ Investment Knowledge — “What They Don’t Know CAN Hurt You!”

Facilitator: Marlene Petter, Delaware Investments

How do you help employees develop a broad and deep understanding of your business? If your team members don’t have a strong working knowledge of the investment business, of the differences between institutional and retail business, of the different asset classes, can they really add value to the organization? Can they realistically solve communications challenges? Let’s share ideas for engaging our employees and helping them develop into even stronger contributors to your teams and sources of information for others in your organization.

Marketing to the Retail Audience

Facilitator: Ray Lewis, Brandes Investment Partners

Share best practices on how to market to the retail audience. Speak with your peers about successes and challenges of this marketplace. Examine more closely your “how to” and “what if” questions on marketing and servicing. Discuss how to make your marketing pieces rise above the surplus of newsletters, fact sheets, Web sites, and e-mails that reach clients, advisors, and prospects every day.

Maintaining Web Freshness — Timely and Relevant Content for Institutional Audiences

Keep your institutional website from getting stale. Timely and relevant web content — news, research, video and audiocasts, for example — can be an effective way to underscore your firm’s expertise, positioning, and commitment, and can lead to repeat visits. Maintaining freshness is no easy task. This roundtable is designed to address some of the challenges and successes of managing institutional web content. We’ll share best practices, including setting freshness goals, managing content ownership, using web traffic metrics to make smart decisions, and driving web traffic through e-mail campaigns.

Marketing and Client Service Challenges for Small Firms

Small firms usually find themselves competing with the big firms, but with substantially fewer marketing resources. Discuss best practices for effectively marketing your firm and products on a limited budget and balancing competing needs. Come prepared to discuss a variety of topics, such as the effectiveness of various communications, the pros and cons of PR, the benefits of customized versus generic materials, and how to make the most of external resources.