In an exclusive conversation with The Enterprise World, Manju Mastakar, Managing Director of Armstrong Capital & Financial Services Pvt. Ltd., reflects on her transition from corporate roles to entrepreneurship. She shares how she built a financial advisory firm grounded in trust, integrity, and a client-first philosophy. With a leadership style that blends strategic foresight and emotional intelligence, Manju has not only transformed financial planning but also fostered a culture of continuous growth within her team. Her journey is marked by resilience, innovation, and a steadfast commitment to delivering personalized financial solutions tailored to her clients’ unique aspirations.
How would you describe your leadership style at Armstrong Capital & Financial Services Pvt. Ltd.?
My leadership approach combines strategic vision, accessibility, and empowerment. I strongly believe in clear communication and transparency, which are essential for fostering a motivated and valued team. My aim is to cultivate an environment where my team feels encouraged to take ownership and grow, both personally and professionally. Additionally, I emphasize continuous learning—an essential factor in the fast-evolving finance sector, where keeping up with market trends and client expectations is critical.
How do you balance decision-making while prioritizing client needs?
I integrate expertise with emotional intelligence to navigate both client relationships and decision-making. While making informed, strategic choices is crucial, it’s equally important to deeply understand clients’ goals, concerns, and aspirations. Financial planning is more than just offering solutions; it’s about aligning those solutions with a client’s long-term vision. This client-centric philosophy is at the heart of everything we do at Armstrong Capital.
Trust appears to be a key element of your leadership. Can you elaborate?
Trust is fundamental, both within my team and in client relationships. I lead by example, fostering a culture of integrity, growth, and excellence. My team knows they have the autonomy to manage their responsibilities, but they can always rely on my support when needed. When it comes to clients, building trust is even more crucial. I want them to feel assured that we always act in their best interest and are as invested in their success as they are.
What inspired your transition from corporate roles to entrepreneurship?
My decision to move from corporate life to entrepreneurship was fueled by a desire to establish a financial advisory service that truly prioritizes clients. In large organizations, I often noticed a disconnect between what clients needed and what was being offered, with an overwhelming focus on selling products rather than providing personalized advice. I wanted to change that. This vision led me to establish Armstrong Capital, where we take a holistic approach to financial planning—considering past investments, future goals, and crafting tailored strategies that genuinely benefit our clients.
How was the transition from the corporate world to running your own business?
The transition was far from easy. Shifting from a structured corporate environment to managing every aspect of a business on my own was challenging. I started from scratch—with a small office—handling client acquisition, operations, and everything in between. Gaining clients’ trust was particularly tough, especially as a woman in a predominantly male industry. Balancing the demands of entrepreneurship with motherhood required meticulous time management and unwavering perseverance.
Despite facing challenges, what kept you driven to move forward?
The motivation to keep going stemmed from the opportunity to innovate and develop services that truly addressed clients’ needs. My goal was to establish a brand built on integrity and a client-centric approach. Witnessing the positive impact our work had on people’s financial well-being was, and continues to be, incredibly fulfilling. The lessons of resilience and adaptability that I learned early in my career have played a crucial role in shaping my entrepreneurial journey.
How do you sustain long-term motivation for yourself and your team?
Setting clear goals and celebrating even the smallest achievements helps maintain motivation in the long run. Recognizing progress, no matter how minor, keeps morale high. Additionally, I empower my team by entrusting them with responsibilities, fostering a sense of ownership and engagement. Encouraging continuous learning, acknowledging successes, and cultivating a positive and transparent work environment are key strategies in ensuring long-term motivation.
Reflecting on your journey, what advice would you give to women aspiring to enter the financial industry or launch their own business?
My guidance would be to remain resilient and unwavering in the pursuit of your goals. The financial sector, much like other industries, presents challenges, particularly for women, but perseverance is essential. Believe in your capabilities, commit to lifelong learning, and always prioritize the best interests of your clients. A business grounded in integrity and real value will always stand strong over time. Managing both personal and professional responsibilities may be demanding, but with strategic planning and a well-defined vision, success is within reach.
How did your early experiences on Dalal Street and at firms like Motilal Oswal and HSBC influence your approach to investment management and client relations?
Starting my career on Dalal Street was a transformative period that introduced me to the fast-paced world of stock trading. It reinforced the importance of making swift, well-informed decisions and gaining a deep understanding of market dynamics. At Motilal Oswal, I honed my skills in both fundamental and technical analysis, which became instrumental in offering customized investment advice to High Net-Worth Individuals (HNIs). These experiences underscored the importance of tailoring financial strategies to align with clients’ unique goals and risk appetites—an approach I continue to follow today.
How did your tenure at HSBC further refine your financial planning strategies?
My time at HSBC provided a broader perspective on financial planning beyond just investments. The transition to a more holistic approach allowed me to integrate wealth management and insurance into my strategies. HSBC’s structured global framework emphasized the significance of process-driven planning and risk management. This experience reinforced that effective investment management is about more than just returns—it’s about understanding a client’s overall financial objectives and fostering trust through transparent communication.
What fundamental principles guide your investment planning and financial management today?
Ensuring that clients’ portfolios are both resilient and profitable is my top priority. Several key principles shape my investment strategies:
- In-Depth Research: My team and I stay informed by tracking economic indicators, analyzing market trends, and engaging with industry experts through reports and events.
- Adaptive Asset Allocation: I emphasize dynamic asset allocation to adjust strategies based on economic cycles and evolving client goals, ensuring portfolios remain on course.
- Diversification: Spreading investments across different asset classes, geographies, and sectors minimizes risk. Additionally, we explore alternative investment options such as Real Estate Investment Trusts (REITs) and Alternative Investment Funds (AIFs) to create growth opportunities.
How do you ensure effective communication with clients, particularly during market fluctuations?
Maintaining transparent and consistent communication is crucial, especially in times of market volatility. I make it a priority to keep clients informed about market conditions, strategic decisions, and the status of their portfolios. This proactive approach fosters trust and reassures clients that their investments are being managed with diligence and foresight.
What role does technology play in your investment management process?
Technology is integral to navigating today’s rapidly evolving financial landscape. I leverage advanced tools and platforms for real-time data analysis, enabling swift and precise decision-making. This not only optimizes portfolio performance but also enhances efficiency and accuracy in executing investment strategies.
How do these strategies contribute to long-term success for your clients?
By combining rigorous research, flexible asset allocation, diversified investments, clear client communication, and cutting-edge technology, I ensure that client portfolios remain robust and well-positioned for sustainable growth. These methods help mitigate risks, capitalize on market opportunities, and align investments with clients’ long-term financial aspirations.
Looking back on your career, what do you consider one of your most significant accomplishments?
One of the milestones I take great pride in was breaking into the predominantly male-dominated dealing room early in my career. It was a challenging environment, but I remained confident in my skills and determination. Earning recognition and respect in that space was a defining moment that reinforced my belief in my capabilities.
How do you and your team ensure that each client receives personalized service?
At Armstrong Capital & Financial Services Pvt. Ltd., maintaining personalized client relationships is a top priority, even as we manage a large portfolio. We achieve this through structured processes, efficient technology, and a strong client-first approach. Each client is assigned both a dedicated Personal Investment Adviser and a Service Manager, ensuring they always have access to personalized guidance and continuous support tailored to their financial objectives.
How do you leverage technology to manage an extensive client base while preserving a personal touch?
To efficiently manage a large number of clients while maintaining a personalized approach, we rely on technology, particularly CRM tools. These enable us to stay organized, monitor client preferences, and deliver tailored updates. By automating repetitive tasks, our advisors can dedicate more time to nurturing relationships. Consistent engagement through customized updates, market insights, and educational resources ensures that clients remain well-informed and actively involved.
What communication strategies have you implemented to keep clients engaged and informed?
Our approach to client communication includes delivering personalized insights, market trends, and strategic guidance. Additionally, we provide valuable educational resources such as newsletters and webinars, which empower clients with the knowledge needed to make informed financial decisions confidently.
How do these strategies contribute to sustaining long-term client relationships?
Our success is deeply rooted in a blend of technology-driven efficiency, structured processes, and personalized service. This combination fosters strong, enduring client relationships, ensuring they receive the support and guidance needed to achieve their financial aspirations. By prioritizing a client-first mindset, we have cultivated trust, which has been instrumental in our continuous growth and long-term success.
What is your vision for Armstrong Capital & Financial Services Pvt. Ltd. over the next five years?
Over the next five years, my goal is to position Armstrong Capital & Financial Services Pvt. Ltd. as a premier wealth management firm. To accomplish this, we will focus on delivering client-centric solutions and pioneering financial strategies. Enhancing our digital platforms is a priority to facilitate seamless interactions, sophisticated data analytics, and customized financial offerings. We plan to integrate fintech innovations, allowing us to provide tailored services, including alternative investment options like REITs and AIFs. While diversification and long-term financial planning will be central to our strategy, trust and personalized guidance will remain at the core of our business philosophy.
What key factors have driven the growth of Armstrong Capital & Financial Services under your leadership?
Several fundamental elements have propelled our expansion: a client-focused philosophy, deep industry expertise, a comprehensive service portfolio, and a commitment to innovation. The adoption of cutting-edge technology, a strong leadership team, and strategic risk management have also played pivotal roles. Our ability to adapt to market dynamics while fostering trust and delivering personalized service has set us apart in the industry.
How has the financial landscape evolved throughout your career, and what role has technology played?
The financial markets have undergone significant transformation during my career. When I started in 1997, transactions were predominantly conducted in person, relying on floppy disks and minimal mobile technology. Fast forward to today, digital transactions have become the standard, accelerated by factors such as demonetization and the pandemic. The introduction of the Aadhar system has revolutionized online KYC processes, while the mutual fund industry has shifted entirely to digital operations. Fintech innovations—including robo-advisors, AI-powered analytics, and automated investment platforms—have made financial services more accessible and customized. Additionally, alternative investments like private equity, REITs, and cryptocurrencies are increasingly gaining traction.
How do you stay up-to-date with industry trends and foster a culture of continuous learning?
Keeping pace with industry advancements is crucial for maintaining a competitive edge and delivering value to clients. I prioritize continuous learning through industry forums, webinars, and staying informed about financial news. Within our organization, we encourage team members to acquire new certifications, engage in knowledge-sharing, and participate in discussions about market developments and innovations. By fostering a culture of learning, we ensure that our team remains adaptable and well-equipped to navigate the evolving financial landscape.
What is your approach to mentorship and professional development, especially for newcomers?
I strongly believe in mentorship and enjoy working with fresh graduates who bring enthusiasm, curiosity, and a desire to learn. It is incredibly fulfilling to guide them from being novices to becoming skilled professionals. Unlike experienced individuals who may have rigid perspectives, freshers approach challenges with open minds, making the mentorship experience more engaging and impactful.
What advice would you give to young women pursuing a career in finance?
For women aspiring to build a career in finance, resilience and confidence are key. The industry presents challenges, but perseverance and a commitment to continuous learning can make a significant difference. Seek out opportunities that push your boundaries, cultivate a network of mentors and peers, and focus on developing your expertise. Being adaptable, receptive to feedback, and believing in your capabilities will be crucial to your success. Women bring unique and valuable perspectives to leadership positions, and by embracing challenges with confidence, they can create a meaningful impact in the industry.
