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Meet the New Virtual Client-Facing Investment Professional
Published in the IMCA Monitor, May/June 2007

Demographic and market forces have converged to create a growing demand for investment professionals who have the technical and sales skills necessary to succeed. I estimate that this demand will grow an additional 50,000 such “client-facing” professionals to augment the current national sales force of 400,000 investment sales professionals within just the next three years. I don’t believe, however, that the industry has the human capital to meet that demand. I predict that the new client-facing investment professional of the future may be a very different creature than the investment consultant or private banker of the past. In fact, technology rapidly is evolving to the point where this new professional may not even be human.

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