Terres Neuves Consulting

Terres Neuves Consulting Limited

Services

In an increasingly competitive environment, asset gatherers need to keep their product agenda at the leading edge. We bring extensive expertise in developing product strategy, identifying opportunities to innovate, bringing new products to market and creating differentiated product messaging. In addition, we support firms with external fund selector expertise. We are very mindful of aligning with the interests of CIO and Distribution Heads agendas in designing product programmes and distribution strategies. Finally, we have access to a broad network of specialists in more specific areas.

Below is a summary of the services we offer and examples of how we have helped firms with their product initiatives. Get in touch if you have a project you’d like to talk about!

Product Strategy

Product & Distribution strategy:
Country | Channels | Products

Having the right product in the right country and the right channel is key to success. We work closely with clients to review and optimise their existing product offering, identify any product gaps, recommend development of new capabilities.

For some clients, this can be part of a wider initiative. We undertake to design relevant and impactful strategies to expand their distribution footprint, aligning product offering to specific countries and channels.

Examples of our product strategy work

Columbia Threadneedle Investments, London

Developed the expansion plan of Columbia Threadneedle Investment Wholesale business in Continental Europe, currently being implemented in key countries. The plan covered expansion of the sales team, alignment of the product set to specific market segments and increased marketing presence.

JPMorgan Asset Management, London

Built the Product Strategy function in Europe with a 7 people strong team covering all asset classes and supporting the regional teams across Europe.

Partnered with the Investment Desks, Distribution, Marketing and Product Development in shaping and positioning the JPMorgan product offering in Europe.

Citigroup Asset Management, New York

Expanded the product set and distribution of the Salomon Brothers funds in Latin America, Europe, Middle East and Asia.

AllianceBernstein, New York

Established an annual product review process, including identification of market trends, evaluation of the AllianceBernstein cross border fund offering vs. market demand and competitive offerings, identification of opportunities for AB products and marketing priorities globally.

Terres Neuves Consulting through briefcase

Product Marketing

Product Marketing and Messaging

How to articulate and differentiate your product offering concisely and with impact is crucial in an increasingly competitive market. We work with clients who are keen to develop a clear value proposition and competitive positioning of their funds or strategies, in a way that will resonate with their clients’ needs, stand out in a crowded space and fit with the firm’s overall distribution strategy.

Examples of our Product Marketing and Messaging work

Columbia Threadneedle Investments, London

Set up the Product Messaging framework, covering both Institutional strategies and funds, across all asset classes. Activities include product narrative, competitive positioning, market trends monitoring and competitive performance reporting

JPMorgan Asset Management, London

Put in place key programmes (Manager Insights, Focus Funds process, standardised pitch books , weekly product update calls) to support the sales and marketing initiatives for the JPMorgan Luxembourg and UK product ranges.

Pioneer Investments, Dublin

Revamped the articulation and presentation of the investment process for Investment Grade Credit and High Yield strategies.

Developed core material for the Quantitative Equity and Fixed Income Research Capabilities, as well as coaching key Quant investment staff on presentation skills.

AIG Investments, New York

Founding member of the AIG Investments Funds Working Group, with the mandate to determine the marketing positioning, create the marketing platform and promote the sales of the AIG funds to institutional and intermediary channels outside the USA.

AllianceBernstein, New York

Re-engineered the marketing and servicing model for the Luxembourg fund family, including the development of new marketing material, RFPs and performance reporting, to better meet the requirements of multiple intermediary and institutional channels.

Terres Neuves Consulting man throwing rice

Product Innovation

New products | Key to future growth

New products are the engine to future growth. Asset managers are facing the challenge of bringing new products to market against an increasingly complex regulatory backdrop and mounting cost pressures. We support product innovation from start to finish, identifying new market opportunities, leading the product development process and supporting the launch of new products.

Examples of our product innovation work

Unicredit, Munich and Milan

Led the development of bespoke buy & hold Fixed Income products, offered exclusively through UniCredit, with a focus on the Private Banking channels in Italy, Germany and Austria.

Citigroup Asset Management, London and New York

Created a family of Luxembourg funds for Citibank Japan to take advantage of the deregulation of financial markets in Japan in 1998.

Launched Citibank’s first global emerging market equity fund and Indian equity fund as well as the family of Irish liquidity funds.

Fund Selection

Challenge the status quo

We bring an external perspective to firms’ fund selection process. Using an independent consultant helps identifying opportunities to refine the process, address any gaps and determine the best tools and practices to continuously improve the overall fund selection process.

Examples of our fund selection work

Unicredit, Munich and Milan

Built a single fund selection process for UniCredit Private Banking in Italy, Germany, Austria and CEE, resulting in a common pan European Product Catalogue covering 25 asset classes.

Initiated and rolled out a Preferred Partner programme, with the selection of 10 international asset managers as exclusive providers across the UniCredit Private Banking Division.

The Fund Selection unit of Unicredit has been recognised as one of the best in class in Europe .