Client Relationship Management Roundtable

2014 Semi Annual Meeting

Flexing the Relationship Management Organization to Meet the New Order of Business

November 11/12, 2014
Phoenix, Arizona

Hosted by: Wells Fargo Bank

Business conditions are changing rapidly for retirement plan service providers, affecting the relationship manager function in many ways. Years of fee compression accentuated by regulators’ obsession with everyday low prices affect staffing levels, service quality, and ultimately plan effectiveness. Industry consolidation at all levels (advisor practices, advisory firms, service providers, and investment managers) complicates the task of relationship managers called upon to performed functions for which they may be ill-suited. Investment array management services are more critical than ever to continued business success, increasing the need for relationship managers to be conversant on the topic. On the business side, relationship managers are challenged to add value from related services for which plan sponsor demand exists, while preserving service model integrity. Flexing the relationship management organization to meet the new order of business is a key 2015 priority for heads of client relationship management teams.

Meeting Objective

Forum for Chief Client Relationship Management Officers of retirement plan firms to discuss emerging industry trends, major challenges and opportunities, current and upcoming governmental regulations and other topics of interest to attendees. Informal discussions are organized around topics suggested in the registration process. There are no minutes of this meeting.

Audience

Attendance is by invitation only. The invitation is extended to heads of client relationship management of retirement plan service providers operating in the following markets:
Corporate, government, Taft-Hartley and not-for-profit markets
Across distribution channels (consultant, adviser, brokerage, TPA, bank, direct, agent and others)
Large and jumbo plans
Micro, small and mid-sized plans

Date and Time

November 11, 2014—7:00 p.m.—Pre-event Networking dinner at The Arrogant Butcher
November 12, 2014 - 8:30 a.m. to 3:30 p.m. – Sessions
Breakfast starting at 8:00 a.m.

Venue

Wells Fargo Bank
100 West Washington Street
Phoenix, AZ 85003

Dress Code

Business Casual dress code.

Hot Topics

Business Conditions

Business environment evolution
Changing buying and renewal process
Due diligence discussions
RFI / RFP search format
Approach to pricing / repricing negotiations
Impact of healthcare (growth of HSA business, impact of ACA on plan sponsor attention span, popularity of financial wellness concept)
Cross-selling / cross pollination
Managing relationships with regulators (plan audits, new regulations)

Services

Evolution of investment service needs
Organization of investment service delivery
The investment review process / meeting / support
New dynamics of QDIA selection and maintenance
Stable value and general account support

Managing the Team

Relationship manager skills – managing talent
Training and talent development
Impact of talent needs on retention, and recruit profiles
Impact of talent needs on compensation design
Impact of technological innovation on the relationship organization (e.g virtual client meetings, virtual teams, collaborative browsing, mobile technology)
Leveraging internal resources more effectively

Agenda

Tuesday, November 11, 2014
7:30 p.m.    Pre-event Networking Dinner at The Arrogant Butcher
Wednesday November 12, 2014
8:00 a.m      Continental breakfast buffet
8:30 a.m.   Introductions
9:00 a.m.   Roundtable discussions: Evolving business environment
10:00 a.m.   Break
10:30 a.m.   Moderated breakout sessions

- Micro / Small (<10 million)
- Mid-sized plans (10 million-<$70 million)
- Large and Jumbo plans (≥$70 million)

12:00 p.m.   Cold Buffet Lunch
1:00 p.m.   Roundtable discussions: Investment services
2:00 p.m.   Roundtable discussions: Team development
3:30 p.m.   Meeting adjourns

Moderators

Rick Hart
Vice President, Relationship Management
Tax-Exempt Market/Retirement Services
Fidelity Investments
Todd J. Perala, QKA
Director, Strategic Initiatives
BMO Institutions
Paul Schreiber
Assistant Vice President, Relationship Management
Principal Financial Group

Pre-event Networking Dinner

“ The Arrogant Butcher is the perfect place to rub elbows with the downtown business crowd. Located conveniently in the CityScape complex, the restaurant is part upscale eatery and part social hour coterie. You’ll find great steaks, seafood, draft beer, wine and hand-crafted cocktails dished out in a lively downtown atmosphere.” USA Today 10 Best

Hotel / Transportation

For accommodations, we recommend the Renaissance Phoenix Downtown Hotel located within walking distance from the meeting site. Please contact the hotel directly by October 28, 2014 and mention that you are part of the EACH Enterprise Phoenix Room Block rate which is $199 not including taxes/incidentals at:

The car ride is approximately 7 miles from Phoenix Sky Harbor International Airport.

Transportation options:
Light Rail (Central Station just outside hotel’s front door), Taxi service , bus service, rental car.

Register

Registration requires an invitation code. Payments by credit card, debit card, check or bank transfer
Registration deadlines and Cost Per Attendee
    On or before August 31, 2014: $825
    After August 31, 2014: $975

Cancellation policy:

EACH Enterprise, LLC will refund your entire meeting fee if you cancel on or before August 31, 2014.
For cancellations between September 1, 2014 and October 31, 2014, EACH Enterprise, LLC will refund your registration fee minus an administration fee of $175. No refunds for cancellations after October 31, 2014.