2020 Talent and Compensation Trends in Institutional Fundraising and Investor Relations


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The 2020 Talent and Compensation Trends report is a wide-ranging and informative overview of the talent and structures driving the institutional distribution ecosystem based on Willow Hill’s survey of
370 distribution professionals across North America. Unique from year’s past, the 2020 paper is complimentary for survey participants and available for purchase by others.

Purchase of this document grants access to a single use download link. You will receive your link via email or you can access it on the order confirmation page after checkout. The download link will expire after 1 unique copy of the document is downloaded. This paper is protected by copyright, it is not to be copied, redistributed or shared in any manner.


Section I Key Findings

A summary of notable observations from the survey including Covid-19’s impact on the hiring
environment, capital raising and retention, how distribution professionals view their compensation in
relation to their expectations and contributions, and motivation for job changes.

Section II Trends and Compensation Across Functions

An overview of the industry trends driving the demand for distribution talent in different functions as
well as the evolving qualifications, skills and attributes required to perform the job effectively.
A highly granular view of base and cash bonuses segmented by:

  • Years of experience
  • Function (sales, consultant relations, investor relations, product specialist, head of distribution)
  • Firm type (diversified, multi-product alternatives, traditional, hedge funds, fund of funds, private
    equity, private credit, infrastructure, real estate and placement agents)

Compensation is illustrated using scatter graphs of individual data points as well as mean, median and
ranges for different levels of experience. Demographics and sample size are offered within each section
for full transparency. Additional insights include: bonus structure, deferred compensation and bonus
satisfaction levels.

Section III Distribution Team Structures

An exploration of how asset managers structure their distribution teams, showing the average number
of professionals employed per function and sales team alignment. Results are segmented by firm type
and AUM.

Section IV Insights

Through a mix of anecdotal and research-based perspective, the Insights section contains a series of
essays that explore many of the most common themes and questions from firm leadership, distribution
and human resources professionals.

  • Diversity
  • Headhunter-Proof Your Team
  • Guidance for Job Seekers
  • Global Hiring Environment
  • Navigating the Path to Leadership