Effective Communication in the Investment Sales Pitch

Founder of Nicusa Investment Advisors, Paul Johnson, explains that the “ability to deliver performance” is more competitive than ever – while fund managers search for the best investment ideas, analysts are working harder than ever to provide them. Johnson believes there is a widening disconnect between managers and analysts for one simple reason: how ideas are communicated. By better understanding both the stated and implicit nature of a manager’s investment criteria, Johnson believes, analysts can better communicate their position and successfully match ideas with funds. To that end, Johnson advises analysts to shorten their sales pitch and not to be afraid of questions- an indicator that a manager is engaged and interested in the idea.

Paul Johnson is the Founder of Nicusa Investment Advisors, an advisory firm focused on helping CEOs and Boards of Directors deal with operational and financial strategy, capital allocation, shareholder value creation, and corporate communications. Johnson is also an Adjunct Professor at Columbia Business School, the Gabelli School of Business, Fordham University, and a Fellow to the Gabelli Center for Global Security Analysis at Fordham University. He has an MBA in Finance from the Executive Program at the Wharton School of the University of Pennsylvania, and a B.A. in Economics from the University of California, Berkeley.