Know your client- the first rule of selling to pension funds

In October, Hedge Funds Review noted UK pension trustees had, on average, 72 minutes a year to dedicate to learning about hedge funds, extrapolating from statistics on trustee training levels from Instinet. In other words, using the research somewhat tongue in cheek, when you're in front of a trustee to explain the benefits of investing in your fund, make it snappy!

However, a November conference in Zurich, dominated by presentations on how to lure Swiss institutional investors to hedge fund