All Things Fundraising

In this Rainmaker Podcast episode, Gui Costin interviews Brian Maute, Head of U.S. Wholesale at DWS, about his career journey, leadership philosophy, and sales strategies in asset management. Brian highlights the importance of career longevity, institutional knowledge, and building strong client relationships.

He shares how DWS uses a team-centric, client-focused approach, supported by CRM systems like Salesforce for operational efficiency and effective follow-up. Brian also emphasizes leadership principles such as fostering accountability, collaboration, and a clear vision tailored to client needs.

For young sales professionals, Brian offers advice on curiosity, disciplined follow-up, and confidently asking for the order. The episode concludes with insights into adapting to market changes, retaining talent, and creating a strong workplace culture at DWS.

The Dakota Rainmaker Sales Coaching program helps investment sales professionals develop a repeatable and effective sales process, focusing on four key areas: setting aligned sales plans, targeting the right audience, delivering impactful pitches, and building a strong follow-up system. Led by Gui Costin, Founder of Dakota, the program leverages 25 years of industry experience to enhance sales productivity.

In Episode 27 of the Emerging Manager Growth Show, we focus on Registered Investment Advisors (RIAs), debunking myths and exploring opportunities for emerging managers. Key topics include fundraising timelines, the importance of differentiation, and leveraging relationships with RIAs of all sizes. Learn about RIA structures, major aggregators, and early adopters, along with practical tips for building connections and scaling your strategy. A must-watch for anyone navigating the RIA space!

The Dakota Rainmaker Sales Coaching program helps investment sales professionals develop a repeatable and effective sales process, focusing on four key areas: setting aligned sales plans, targeting the right audience, delivering impactful pitches, and building a strong follow-up system. Led by Gui Costin, Founder of Dakota, the program leverages 25 years of industry experience to enhance sales productivity.

In this episode, Dan DiDomenico, President of Dakota, interviews Nancy Vailakis, Principal of Ancram IRBD, about navigating the challenges of the private funds industry. With over 18 years of experience, Nancy shares insights on fundraising strategies, adapting to market shifts, and building long-term investor relationships. She highlights the growing demand for niche strategies, the importance of tailoring pitches to LP needs, and leveraging tools like CRMs for efficiency. Nancy also offers advice on professionalism, preparation, and resilience in sales. This episode is a must-listen for investment professionals seeking practical tips and industry expertise.

This episode explores fundraising strategies for emerging managers, debunks myths about engaging with public pensions, and highlights Emerging Manager Programs. Key insights include the importance of direct outreach, compelling storytelling, and understanding unique EMP criteria across pensions.

In this Rainmaker Podcast episode, host Gui Costin interviews Jeff Carlin, CFA, Senior Managing Director and Head of Global Wealth Advisory at Nuveen. Jeff shares his career journey and insights into Nuveen’s innovative approach to wealth distribution.

Key takeaways include Nuveen’s shift to de-channelized sales structures, focusing on advisor segmentation and building efficient, team-oriented frameworks. Jeff emphasizes the importance of communication, CRM tools, and creating “indispensable partnerships” with advisors by solving their challenges.

For aspiring professionals, Jeff advises patience, continuous learning, and embracing mentorship. He concludes with insights on fostering sustainable, collaborative teams to drive success in sales and leadership.

In this episode of the Rainmaker Podcast, host Dan DiDomenico welcomes Rob Logan, Managing Director and Head of Distribution for Retirement Investments at Principal Asset Management. With nearly 30 years at Principal, Rob shares his expertise in sales leadership, team development, and navigating today’s competitive investment landscape.

Rob provides an overview of Principal’s growth, managing $513 billion in global assets, and his team’s focus on three key sales channels: DCIO, high-net-worth RIAs, and retirement investment support. He highlights the importance of data-driven strategies, CRM tools like Salesforce, and a consultative sales approach.

The conversation delves into Rob’s leadership philosophy, emphasizing servant leadership, communication, and respect. He also shares advice for young sales professionals on industry knowledge, consistent processes, and work-life balance.

In this episode of the Rainmaker Podcast, host Gui Costin interviews Wayne Kimmel, CEO of SeventySix Capital, a venture capital firm transforming the sports industry through technology and innovation. Founded in 1999, SeventySix Capital has invested in companies like SeamlessWeb and Take Care Health Systems before pivoting to focus on sports.

Kimmel highlights the firm’s mission to back entrepreneurs leveraging technologies like AI, data analytics, and augmented reality to enhance both athletic performance and fan experiences. He shares success stories, including the development of the NFL’s pylon cam and smart baseball bats by portfolio company Diamond Kinetics.

The conversation explores trends such as the rise of sports betting, immersive fan engagement, and tech giants entering sports broadcasting. With a $3 trillion global industry ripe for disruption, Kimmel emphasizes the need for integrity and innovation, positioning SeventySix Capital at the forefront of sports investment.

The Dakota Rainmaker Sales Coaching program helps investment sales professionals develop a repeatable and effective sales process, focusing on four key areas: setting aligned sales plans, targeting the right audience, delivering impactful pitches, and building a strong follow-up system. Led by Gui Costin, Founder of Dakota, the program leverages 25 years of industry experience to enhance sales productivity.