Client Relationship Roundtable

Breakout Sessions moderated by:
Rick Hart, Fidelity Investments
Todd Perala, BMO Institutions
Paul Schreiber, Principal Financial Group
Kate Connole
EACH Enterprise, LLC
Director of Meeting Planning
Phone: (860) 653-1701
Fax: (860) 838-2830
[email protected]
61 Rainbow Road
East Granby, CT 06026
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.
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, Time ,Venue, Dress Code
November 11, 2014—7:00 PM—Pre-event Networking dinner at The Arrogant Butcher
November 12, 2014—8:30 AM to 3:30 PM—Breakfast starting at 8:00 AM
Wells Fargo Bank - 100 West Washington Street, Phoenix, AZ 85003
Business Casual dress code
8:00 AM
Continental breakfast buffet
Roundtable discussions: Evolving business environment
Moderated breakout sessions
Micro / Small (<10 million)
Mid-sized plans (10 million-<$70 million)
Large and Jumbo plans (>$70 million)
12:00 PM Cold Buffet Lunch
Roundtable discussions: Investment services
Roundtable discussions: Team development
Meeting adjourns
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
Hot Topics
Business Conditions
 Business environment evolution
 Changing buying and renewal process
 Due diligence discussions
 RFI/RFP search format
 Approach to pricing / repricing
 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
 Evolution of investment service
 Organization of investment
service delivery
 The investment review process /
meeting / support
 New dynamics of QDIA selection
and maintenance
 Stable value and general account
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
Pre-event Networking Dinner
The Arrogant Butcher
2 East Jefferson, #150
Phoenix, AZ 85004
(602) 324-8502
“ 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:
Renaissance Phoenix Downtown Hotel Transportation options:
50 East Adams Street
Light rail (Central Station just outside hotel’s front door), taxi service,
Phoenix, AZ 85004
bus service, rental car. Car ride is approximately 7 miles from
(800) 468-3571 or (602) 333-0000
Phoenix Sky Harbor International Airport.
Register on-line at
Registration requires an invitation code. Payments by credit card, debit card, check or bank transfer
Registration deadlines:
Cost Per Attendee
On or before August 31, 2014
After August 31, 2014
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.