All Things Fundraising

Episode 23 of the Emerging Manager Growth Show focuses on how RIAs can market themselves by presenting unique investment ideas through cold outreach.

Key strategies include consistent city scheduling, targeted emails, quarterly webinars, and creative events to engage clients. The episode also highlights upcoming conferences for emerging managers and the importance of maintaining a consistent brand presence in the RIA space.

In this episode of The Rainmaker Podcast, host Dan DiDomenico interviews Damion Hendrickson, Managing Director of AGF Investments’ U.S. business. Damion shares his strategy for expanding the firm’s presence in the U.S., focusing on the shift toward separately managed accounts (SMAs) and model portfolios while streamlining the firm's fund lineup to focus on one key ETF offering. He emphasizes the importance of innovation, adaptability, and building a collaborative team culture that prioritizes understanding client needs and delivering tailored solutions.

Damion also offers advice for sales leaders and newcomers, stressing the importance of continuous learning, staying current with industry trends, and building strong relationships. He discusses the challenges of differentiating in a crowded market and the critical role of strategic partnerships in driving growth. This episode provides valuable insights into leading a successful sales organization in the competitive investment management industry.

In this episode of the Rainmaker Podcast, host Gui Costin interviews Kirsten Pickens and Ryan Robertson, co-heads of U.S. distribution at FS Investments. Kirsten shares her career journey, highlighting her passion for empowering women and diverse talent in the finance industry. Ryan, a former NBA player, discusses how the teamwork and competitive drive from his basketball days have influenced his leadership style.

The duo explains their approach to leading FS Investments' distribution team, emphasizing the importance of collaboration, accountability, and communication. They describe their consultative sales process, focused on building strong client relationships and providing value. Kirsten and Ryan also discuss how their co-head structure has allowed them to leverage complementary skills and drive success.

For young professionals, they offer advice on working hard, being a student of the business, and bringing energy and passion to their roles. The episode provides insights into leadership, teamwork, and building a successful distribution team.

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, host Gui Costin interviews Steve Dunn, Head of U.S. Distribution and Exchange Traded Funds at abrdn. Steve shares his journey from starting at Vanguard to building a 25-year career in the ETF industry, with roles at iShares, Deutsche, and Abrdn. A key takeaway is Steve’s focus on flexibility within distribution teams. He advocates against rigid territorial structures, instead ensuring the right person is matched to the right opportunity for better client service.

Steve also emphasizes transparency and compassion in leadership, treating each team member based on their individual needs. His approach fosters trust and collaboration, allowing the team to thrive in a fast-paced environment.

A significant part of the discussion revolves around using data effectively. Steve stresses the importance of extracting actionable insights from the wealth of data available to make smarter, more efficient business decisions. Communication and data-driven strategies are central to his leadership style.

The Dakota Emerging Manager Growth Show Episode 22 covered key strategies for emerging managers, focusing on market volatility, the importance of AUM and track record, and myths about bank and broker-dealer requirements. It also highlighted the role of DEI initiatives, the due diligence process, and upcoming conferences for fundraising and networking. The show emphasized the value of clear sales plans and leveraging CRM tools for building client relationships and tracking progress.

In this episode of the Rainmaker Podcast, Shane Clifford, Managing Director and Head of Global Wealth at Carlyle, discusses his extensive career journey from Ireland to significant roles at Merrill Lynch, BlackRock, Legg Mason, and Franklin Templeton. Clifford delves into Carlyle's strategic focus areas—insurance, credit, and wealth—and explains the firm's transition to perpetual, evergreen fundraising vehicles. He emphasizes the importance of personal connections and in-person interactions, advocating a hands-on approach to leadership and team management.

Clifford highlights the industry's challenges, such as the under-allocation to alternative investments in the U.S. compared to other markets and the crucial role of continuous education. He advises aspiring professionals to cultivate a strong work ethic, be present in the office to foster relationships, and pursue mentorship opportunities. Clifford underscores the significance of authenticity and passion in achieving career success, offering valuable insights into navigating the evolving landscape of wealth management and investment.

In the latest Rainmaker Podcast episode, host Gui Costin interviews Todd Myers, the Chief Operating Officer of Private Wealth Solutions at Blackstone. The discussion covers Todd’s impressive career, which spans from his beginnings in investment banking to strategic roles at Merrill Lynch, and ultimately to his position at Blackstone. Todd highlights the importance of discipline, analytical thinking, and client engagement, which have been pivotal throughout his career.

Todd provides insights into Blackstone's success, attributing it to a culture of entrepreneurship and innovation instilled by founders Steve Schwarzman and Pete Peterson. Blackstone’s consistent investment process and team-oriented approach are key to its growth. 

A major focus of the conversation is Blackstone’s Private Wealth Solutions. Launched a decade ago, the private wealth channel now represents approximately a quarter of Blackstone’s $1 trillion in assets under management across Blackstone funds through March 31, 2024. Todd explains that educating financial advisors about alternative investments is crucial. This education helps advisors integrate these investments into client portfolios.

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.

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.