SIO conference update: SRI advisors bemoan lack of product

Corporate governance focus seen as opportunity for social investment SRI advisors bemoan lack of product Fund manager offers strategies to combat SRI naysayers SRI – Time for a new name? Bonus tool A template letter to discuss SRI with your clients and prospects Back to CSIC Coverage main page Both Goldberg and Thorpe say they […]

By Doug Watt | June 3, 2003 | Last updated on June 3, 2003
2 min read
  • Corporate governance focus seen as opportunity for social investment
  • SRI advisors bemoan lack of product
  • Fund manager offers strategies to combat SRI naysayers
  • SRI – Time for a new name?

    Bonus tool A template letter to discuss SRI with your clients and prospects Back to CSIC Coverage main page

    Both Goldberg and Thorpe say they do little marketing, because clients tend to seek them out. Thorpe is heavily involved in his community, sitting on boards of non-governmental organizations and working with an ethical investment club. “I believe in social justice and environmental causes but I don’t use it as a marketing tool,” he said. “People come to me because there’s momentum.”

    Goldberg says she uses lengthy KYC interviews to identify potential SRI investors. “The trick is to do your homework and find out what clients might be receptive.”

    Although some in the SRI field believe ethical investors tend to be more loyal, or “picky and sticky,” according to Nick Robins of Henderson Global Investors, Goldberg says that’s not necessarily true, particularly in a bear market. “There’s a certain percentage of people who will stick like glue, but the period of negative returns has been just too long,” she said.

    At the same time, clients who really believe in SRI will likely be loyal, Goldberg added, for reasons of necessity. “They know I’m probably it, I’m one of maybe two planners in the city that can connect them to the right place.”

    • • •

    Filed by Doug Watt, Advisor.ca, dwatt@advisor.ca

    (06/03/03)

    Doug Watt

  • State of the SRI nation: SIO boss reviews social investment industry on eve of conference
  • Corporate governance focus seen as opportunity for social investment
  • SRI advisors bemoan lack of product
  • Fund manager offers strategies to combat SRI naysayers
  • SRI – Time for a new name?

    Bonus tool A template letter to discuss SRI with your clients and prospects Back to CSIC Coverage main page

    Both Goldberg and Thorpe say they do little marketing, because clients tend to seek them out. Thorpe is heavily involved in his community, sitting on boards of non-governmental organizations and working with an ethical investment club. “I believe in social justice and environmental causes but I don’t use it as a marketing tool,” he said. “People come to me because there’s momentum.”

    Goldberg says she uses lengthy KYC interviews to identify potential SRI investors. “The trick is to do your homework and find out what clients might be receptive.”

    Although some in the SRI field believe ethical investors tend to be more loyal, or “picky and sticky,” according to Nick Robins of Henderson Global Investors, Goldberg says that’s not necessarily true, particularly in a bear market. “There’s a certain percentage of people who will stick like glue, but the period of negative returns has been just too long,” she said.

    At the same time, clients who really believe in SRI will likely be loyal, Goldberg added, for reasons of necessity. “They know I’m probably it, I’m one of maybe two planners in the city that can connect them to the right place.”

    • • •

    Filed by Doug Watt, Advisor.ca, dwatt@advisor.ca

    (06/03/03)