All Things Fundraising

In EMG Show Episode 25, the focus is on leveraging consultant channels for emerging managers, highlighting the importance of continuous outreach and targeting consultants dedicated to sourcing and supporting emerging managers.

The episode breaks down key groups: emerging manager consultants, large consultants with dedicated emerging manager programs, and OCIO groups that engage early in managers’ cycles.

In this Rainmaker Podcast episode, Gui Costin interviews Valentine Whittaker, Director at Epic Funds, who shares insights from his 20-year career in private markets. Valentine discusses his role in managing investor solutions at Epic, where he combines sales, investor relations, and business development. He emphasizes a highly organized, process-driven approach to sales, leveraging tools like Dakota’s technology to efficiently target client meetings and track market changes. 

Valentine highlights the importance of cold outreach and personal engagement, even in a digital age, underscoring the effectiveness of tools like LinkedIn and CRMs to foster authentic client relationships. He shares his leadership style as collaborative and team-oriented, focused on empowering colleagues. For those new to investment sales, he advises prioritizing mentorship, product knowledge, and client education, especially in navigating private markets. This episode is rich with strategies for cultivating client connections, emphasizing relationship-building and process consistency for long-term success.

In this Rainmaker Podcast episode, Gui Costin speaks with Jane Greenfield, head of consultant engagement at Vanguard. Jane discusses her 23-year journey at Vanguard, a client-owned investment firm managing over $9 trillion in assets. Emphasizing Vanguard's client-first culture, Jane explains how their unique structure drives long-term relationships, fostering a collaborative and client-centered environment.

They explore the value of institutional knowledge, with Jane noting that longevity within a company helps build deeper connections and insight. She outlines Vanguard’s structured sales approach, which involves a strategic, discovery-focused relationship-building process and a tactical focus on preparation, listening, and follow-up.

Jane’s leadership style is rooted in being “in the arena” with her team, promoting high standards with empathy. She encourages aspiring sales professionals to be lifelong learners who deeply understand their clients and offerings. Her approach exemplifies how client focus and collaborative culture drive lasting success at Vanguard.

In this episode of the Rainmaker Podcast, host Dan DiDomenico speaks with Frank Riccio, Head of U.S. Wealth Solutions Sales at First Eagle Investments. Frank shares insights from his 20+ years of leadership experience in the financial industry, including his current role at First Eagle, where he oversees daily operations and drives sales strategy.

Frank highlights First Eagle’s 160-year history and its focus on active management and resilient wealth creation. He explains the firm’s sales team structure, emphasizing client-centric strategies and the importance of leveraging data for efficiency. Throughout the discussion, Frank emphasizes leadership values such as transparency, collaboration, and building a strong company culture.

For those early in their careers, Frank advises embracing every opportunity, gaining exposure to different areas of the business, and staying persistent in the face of challenges. He also touches on the importance of balancing internal responsibilities with client engagement as First Eagle continues to grow and evolve.

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 24 of the EMG Show, the focus is on family office wealth trends, fundraising strategies, and investment opportunities for emerging managers.

Key insights include the growth of wealth within family offices and their role as direct investors, often in specific sectors like small businesses and real estate. The discussion emphasizes the importance of proactive outreach, as family offices and RIAs are keen on discovering new investment opportunities. Talternative assets, co-investments, and tax-efficient income streams.

In this episode of the Rainmaker Podcast, Mark Clewett, President and Managing Partner of Conestoga Capital Advisors, shares insights into his career and the growth of his firm. He discusses joining Conestoga in 2006 when it was a small firm with $200 million in assets and only seven employees. Today, Conestoga manages over $8 billion in assets, focusing on small- and mid-cap growth equity strategies.

Clewett attributes the firm’s success to its emphasis on consistent, high-quality client communications and long-term relationships with institutional consultants. He also highlights Conestoga's niche strategy of concentrating on companies with a sustainable competitive advantage.

Clewett discusses the importance of internal culture, noting that respect and collaboration across teams have been key to the firm's growth. For young professionals, he advises focusing on building relationships and being open to change. Clewett concludes by discussing the challenges of scaling a boutique firm while competing against larger industry players.

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 Rainmaker Podcast episode, Gui Costin interviews Mark Allan, Managing Director at New Republic Partners, about the challenges and opportunities in alternative investments. Allan, with a background in hedge funds, discusses the rise of private fund managers across asset classes like credit and real estate, and the growing need for RIAs and family offices to navigate these opportunities.

He explains how New Republic Partners offers tailored solutions, focusing on middle-market managers, and addresses the complexities of managing liquidity and capital calls. Allan also shares leadership insights and encourages young professionals to embrace risk-taking and continuous learning in the industry.

In this episode of the Rainmaker Podcast, host Gui Costin interviews John Halaby, Executive Vice President and Head of Distribution at Harbor Capital. Halaby shares insights from his 32-year career in financial distribution, highlighting his leadership philosophy of building trust and fostering a team-first culture.

He explains Harbor Capital's distribution strategy, which involves partnering with boutique managers globally and leveraging a combination of sales, marketing, and data analytics to drive success. With a growing team of 85, Harbor Capital focuses on freeing salespeople from administrative tasks, allowing them to focus on building relationships and closing deals.

Halaby also emphasizes the importance of using data and CRM systems, like Salesforce, to enhance productivity and tailor sales strategies. He stresses continuous feedback and transparency, from internal sales meetings to executive committee updates, as key to the firm's success. Halaby advises young professionals to build supportive peer networks and highlights the importance of recruiting and retaining great talent.