Alumni Industry Series | Violet Yu (MScFIN 2014): Mastering the art of asset management

Despite the ever-changing and increasingly complex global landscape, for those in the investment world, change is the only constant. Violet Yu (MScFIN 2014), director of China Institutional Sales at Fidelity International, thrives in the turbulent waves of the investment market. Drawing from her personal experience, she reveals what makes institutional sales distinct, shares the strategies for building client trust amidst fierce competition, and sheds light on the essence of the asset management industry.

After graduating with a degree in economics from a top-tier mainland university, Violet was eager to deepen her knowledge of finance. Naturally, she enroled in the MSc in Finance programme at CUHK Business School. “The programme was incredibly practical, with numerous case study opportunities that laid a solid foundation for my future career,” she reflects. One of her standout memories was being invited to a recruitment event of a major bank in Hong Kong, which led to her first job after graduation, marking her entry into the financial sector. She later transitioned to the asset management company where she thrives today.

 

Institutional investors across regions: Diverse focus on investment markets

Currently overseeing the China and Hong Kong markets, Violet manages institutional investors, tailoring investment solutions based on each client’s needs. Her team develops investment strategies based on the needs of institutional clients, including equities, fixed income assets, multi-assets, private assets, and more.  When asked about the differences between institutional investors across regions, Violet notes that their focus varies. Some prioritise the Chinese market, while others seek opportunities in emerging markets. Meanwhile, many Chinese institutional clients take a global perspective, often positioning global assets as the core allocation.

Violet’s client base is broad, ranging from sovereign wealth funds, pension funds, insurance companies, and financial institutions to commercial enterprises. In addition to serving well-established large corporations, Violet sees great potential in China’s small and medium-sized enterprises (SMEs). “China’s SMEs are developing at a rapid pace. Take internet companies as an example — they grow from startups to listed companies in a remarkably short time. We start building relationships with them during their early stages, so once they have gained sufficient cash flow after going public, some of them turn to professional asset management firms like us to manage their investments.”

 

Violet enjoys interacting with people and finds great fulfilment in her role in institutional sales.

 

Institutional investors stayed rational amid market volatility

“Unlike individual investors, in spite of the market swings these days, institutional clients remain relatively rational, as their focus is on asset allocation. Their investment strategy not only seeks returns, but also about balancing the internal needs of the institution, such as market and product diversification, risk management, and capital costs,” Violet explains. She also notes that, in the past two years, mainland Chinese institutions have increasingly prioritised Environmental, Social, and Governance (ESG) factors. Many now request the inclusion of ESG-related investment products in their portfolios, aiming not only for financial gains but also for positive global impact.

In her experience, when institutional clients choose an asset management firm, they consider more than just investment returns — they value the overall quality of service, especially the ability of the sales team to understand their specific needs. To stand out in a competitive market, Violet believes that value-added services are crucial. For instance, her firm regularly organises knowledge transfer workshops where the investment research team shares insights and analysis techniques with clients. This not only empowers clients with valuable knowledge but also encourages them to explore a wider range of investment options.

 

Encouraging young colleagues to stay the course: Opportunities will follow

Having worked for both Chinese and international financial institutions, Violet openly admits that she thoroughly enjoys her role in institutional sales at a fund company.

“The investment market is highly volatile, with new challenges every day. I thrive in that uncertainty. Plus, I genuinely enjoy interacting with people — whether they are clients or colleagues within my team,” she explains.

With over a decade of experience since graduation, Violet has seen many young colleagues leave the industry due to the pressures and ever-changing environment. However, she believes that persistence is key to unlocking opportunities. “In this industry, the accumulation of time has its value. Many clients I served when I was a junior are now possibly department heads. We have watched each other grow and have built solid trust over the years.  This lays the foundation for long-term cooperative relationships.”

 

Violet is optimistic about the growth of SMEs in mainland China, citing their rapid development and significant potential to become key target clients.

 

Debunking two common myths about asset management

“When people find out that I work in asset management, they always ask me for stock codes!” While she does have access to sensitive information and insider insights, she is bound by strict professional ethics. “It is part of the job — I can share market trends, but I cannot recommend specific stocks. That would be a clear conflict of interest.” Another common misconception about her profession is the notion that it involves a lot of socialising and drinking. “Even my mum asks me if I spend all my time attending drinking events! Of course not. Institutional clients value our expertise — they are not going to waste time over a drink,” she laughs.

 

CUHK Business School alumni are everywhere, transcending geographical and industrial boundaries. To explore more inspiring alumni stories, please click HERE.