Opportunities in the Gulf: Distribution holds the key
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Opportunities in the Gulf: Distribution holds the key

Asset managers around the world recognize the opportunities that exist in the Gulf. What they still have to come to grips with is exactly how to exploit those opportunities most effectively.

Asset management in the GCC: A market worth watching

A compelling opportunity for asset managers

On the ground or in the air?

Saudi strategy: going it alone or finding a partner?

Three hubs to serve a thriving market

Distribution holds the key

Fixed income, equity, local and international assets – a demand for all

Shariah-compliant market tests perceptions

There is a huge opportunity in the Gulf, that’s pretty much widely recognized by everyone," says William Wells at Schroders. "But how best to tackle it is another matter." And the biggest question for foreign managers in working that out is distribution.

Deciding on a distribution strategy requires a clear understanding of the distinct client bases in the Gulf, and what those clients want.

For most foreign asset managers, the sovereign wealth funds are the main prize. "That’s currently the majority of the business we have, and most international asset managers would be the same," says Wells. For many, it’s becoming a still bigger focus. "A good period of time is being spent on sovereign wealth funds, right now even more than in the past," says a Middle East asset management head at a major European bank.

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