Distributors want national account managers to bring more insight, experience and critical thinking to the table, but their hands are currently tied by their masters, according to new research by kasina.

In fact, kasina says that few firms empower their NAMs with the authority and support to articulate and make decisions about product, price, placement and promotion - on behalf of their firms. The firm also revealed that only one-third of asset managers and insurers have models of national accounts that support research analysts, align sales and national accounts in goals and rewards, and set profitability targets for distribution relationships.

“Success in managing key distribution relationships requires recognition within the firm of the NAMs as a powerful source and purveyor of business information,” stated Lee Kowarski, principal and co-founder of kasina. 

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