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      • 2006

    Third-Party Databases Offer Way Into Institutional World

    March 3, 2006

    Being listed on third-party databases does not guarantee that emerging managers will be noticed by institutional investors, but industry experts say it is a vital step every emerging manager should take. “Just because you are in the database doesn’t mean you are going to surface in a search or an emerging manager portfolio but it’s a necessary precondition,” said Ed Swan, president of FIS Group, an emerging manager-of-managers firm.
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    NTGA Back To Business As Usual

    March 3, 2006

    After completing a whirlwind tour that included meeting with all but two of the firm&#39s clients by the end of the calendar year, Larry Jones, head of Northern Trust Global Advisors&#39 emerging manager program, is ready to focus on growing the program. “The first thing we want to do is tell a great story about a missed opportunity in the marketplace,” he said. According to Jones, emerging managers produce 39% of the top quartile results, yet manage only 1% of institutional money. “A lot of plan sponsors are ignoring emerging and minority managers out there and they don&#39t know how quite to attack that,” he said. “The best way to do that is with an emerging manager-of-managers program such as ours at Northern Trust.”
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    Profit Completes Kenwood Purchase

    March 3, 2006

    Profit Investment Management has finalized the purchase of The Kenwood Group and will integrate the firm into its operations.
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    Compass Offers Third-Party Option To Database Entries

    March 3, 2006

    Compass Institutional Marketing, a marketing support company that opened in May 2005, is looking to increase its roster.
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    Informa Buys M-Solutions; Will Merge Databases In Summer

    March 3, 2006

    Informa Investment Solutions has purchased M-Solutions from CheckFree Corp., the companies announced Feb. 6. The deal will create a “super database” of money managers that is expected to be completed by the end of the summer, said Margaret Tobiasen, senior v.p. for research products and services. The new firm will have roughly 800 clients, including plan sponsors, consultants and money managers. Durham, N.C.-based M-Solutions, often referred to in the industry as Mobius Group, was purchased by CheckFree in 1999. Informa runs the PSN database. While details of the merger have not been finalized, Jay Kimple, v.p. of marketing and client relations for Informa, said the combined product will provide more datafields, more universes, more reports and more features. “The best things about Mobius and the best things about PSN will be combined,” he said. In the meantime, both platforms will be supported independently.

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    Rushmore Uses Award To Bolster

    March 3, 2006

    Rushmore Investment Advisors was named one of Nelson&#39s top performing managers for the fourth quarter and already the firm is seeing more interest from consultants. “We&#39ve seen the doors open a little more easier, provided we knock a little louder,” said John Vann, firm founder. For the fourth quarter 2005, the firm was rated the ninth-best large-cap growth manager and nineteenth over a 36 month period, ending Dec. 31. The award, and the attention it can garner, makes up for the internal resources the firm dedicates to populating databases and updating information. Vann said it takes about a full week of staff time each quarter to populate and update the databases. “You have to be in the databases, if you aren&#39t, you aren&#39t going to be in the search, bottom line,” Vann said. Melody Frey, v.p. of investments, said she notices the difference in marketing after the firm receives an industry award. “It&#39s easier to get someone on the phone,” Frey said. “In my position, if someone has never heard of us at all and I pick up the phone and call, it might take 6 months of calling before they pick up our calls.” Vann said since the firm received the Nelson&#39s award it has started e-mail, letter and phone campaigns to middle market and large consultants. “Every time we get a placement like that, we toot our own horn,” Vann said. Of course, the firm&#39s investment performance is the reason it was recognized by Nelson&#39s in the first place. The firm&#39s large-cap growth portfolio returned 14.81% last year and 22.42% over the past three years. The firm has $135 million in its large-cap growth strategy and expects to raise another $150-200 million this year. To be involved in searches, Vann said it is vital for emerging managers to be sure to populate available databases and do so in a timely manner. Rushmore is involved in about 12 databases, including eVestment Alliance, Mobius, InvestorForce and various consultant databases. “Your goal should be to attempt to be in all of them because you never know what consultant will be basing their decision off what databases,” he said. Vann said he has found more interest in recent years from plan sponsors looking for smaller managers, though he is unsure if that is consultant driven or plan sponsor driven. “We are starting to see the welcome mat more today than we were in &#3998 and &#3999,” he said. “It&#39s a very tough sell. Managers tend to go with the people they have danced with before,” he said, adding that at times Rushmore has lost out to a firm with a lesser track record but a more established name. “That&#39s just the business,” he said. It all goes back to the databases. “When you make this commitment, it&#39s a long-term commitment of internal resources to do so,” Vann said. “You cannot just participate when business seems to be good, remember that. You have to participate every single time, when markets are flush and markets are stingy.” For Vann and Rushmore, their returns have made it easy to participate. And the award makes it easier to get an audience. “I think that gives us a leg up. It is certainly a great confirmation piece when we make a presentation,” he said.

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