Backed by compelling data and research from multiple disciplines, The Trust Mandate breaks open the science of trust for asset managers, revealing the systematic steps clients take in their search for evidence of good intentions—the essential, but often missing component in business relationships. It also shows how trusted managers are able to win more clients (and keep them longer), merit good recommendations, take more risks, and justify higher fees.
The clients of trusted managers enjoy reduced anxiety, higher long-run returns, and fewer costly and pointless transitions from firm to firm. So high-trust relationships are a genuine win-win situation. Yet the task of initiating and nurturing them falls squarely on the service provider. Asset managers must learn to convey their good intentions. The Trust Mandate shows why, and how, in unprecedented detail.