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RFP Team Learning Session

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by

Grant McCaffrey

on 26 November 2013

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Transcript of RFP Team Learning Session

Agenda
Responsibilities of the team
Process
Databases
Interesting Questions
Quiz
Questions/Comments
RFP Team Responsibilities
Support Institutional and Strategic Accounts teams
RFPs/RFIs/DDQs/Surveys
Populate consultant databases on monthly and quarterly basis
RFPs/RFIs/DDQs/Surveys
Request for Proposal ($$$): questions about firm, products, process, people
Request for Information: Similar to RFP but at a higher level
Due Diligence Questionnaires (two types):
Prospects
Clients
Surveys
Quiz Time!
Thank you all for your interest!
Questions/Comments???
Standard RFP Content
Firm
Personnel
Product
Data
Governance and Operations
Client Service
Substantial Growth
Interesting
Questions
# Of Documents Submitted and Completed
Performance
Assets
Characteristics
Team Description and Bios
Investment process/philosophy narratives
Contact information
Firm information
Principles:
1) Put Your Best Foot Forward
2) Leverage Them For Strategy
3) Maximize Probability For Success

Principle #3: Maximize Probability for Success
Think of entering a store as a customer; implications of a good vs bad quality store
Takes a lot of time and effort
Need to maximize probability of success by being in the important databases and making sure they are consistently updated
The database can often be a first impression
"If you owned a store you would put attractive objects in the window- on your resume you would never describe yourself as an under-performer"
What the consultants look at first
What Are Databases Used For?
Role Of Consultant Databases
Consultants match managers with their client's investment objectives
Consultants compile information from the databases to review managers on a monthly, quarterly, and annual basis
Why Are Databases Important To Consultants?
What And Where Do Consultants Search?
Why Is This Important To Us:
Investment Managers
Principle 1: Put Your Best Foot Forward
AGF Institutional Product Lineup:
Our Store Front Window
AGF Emerging Markets Equity
AGF Emerging Markets Focused Equity
AGF Emerging Markets Value Equity
AGF European Value Equity
AGF Global Core Equity
AGF Global Dividend Equity
AGF International Value Equity
AGF Canadian Core Equity
AGF Emerging Markets Debt
We also manage the database product lines for Highstreet and Acuity
Principle 2: Strategy
5 Year Asset Class Trend
Significant Wins
Life Cycle of an RFP
The RFP Process
The ABC's of RFPs
NCSSF: $100 M USD
Lancashire: $500-600 M USD
UK Pension Fund: £150 M GBP
Full transcript