An interesting sales challenge from one of our clients…
I have lost in the finals on 3 consecutive retirement plans —$12 million 401k, $5 million 401k plan, $10 million Defined benefit Plan.
Each CFO/HR VP said essentially the same thing:
They loved my fiduciary notebook. They thought that I could best communicate to their employees about saving for retirement and had adequate knowledge about mutual fund investments but my downfall was that they thought I did not have enough “capacity or team” in place to handle their organization. I must be saying or projecting something in my presentation for each of the 3 organizations to pick up that I have a small team.