Jennifer Boros, Business development manager, Natixis Global Asset Management

“As clients are seeing more transparency in their statements, fees are becoming a top topic of discussion”

Keeping track of all the new investment product launches would be close to a full-time job for advisors, so it’s much more preferable to deal with a select number of BDMs and wholesalers who understand your investment philosophy. Jennifer Boros of Natixis Global Asset Management is one such individual. Most recently, her focus has been on the funds managed by internationally recognized firms Harris Associates and Loomis Sayles. “Natixis Canada launched two award-winning equity mandates from Harris Associates, including a US equity and international equity, as well as multi-asset-class fixed income and global credit options managed by Loomis Sayles,” Boros says. “The reception from the advisor community has been warm to the introduction of these quality managers.”

Canada’s mutual fund industry has developed a reputation as being expensive in comparison to other countries. In response, many providers have been lowering management fees on their funds. “CRM2 has certainly shined a spotlight on fees,” Boros says. “As end clients are seeing more transparency in their statements, fees are becoming a top topic of discussion. We have certainly made it a priority with fee reductions and capping of expense ratios across many of our mandates.”

Fees are far from the only aspect of the business undergoing change – Boros has also observed a significant shift when it comes to technology. “Technology is playing an important role, as clients have more access than ever,” she says. “Rising competition with new players and products, increased regulation, the use of self-service trading platforms, and intergenerational shifts in wealth are all top of mind.”

But some things – like the importance of the advisor-wholesaler relationship – never change. “It’s important that whichever line of work you are in, you work with integrity and come to the table adding real value,” Boros says. “I find that this is what bridges trusting relationships and creates lifelong partnerships.”