All Things Fundraising

In this episode of the Rainmaker Podcast, Gui Costin, Founder and CEO of Dakota, hosts Jennifer Lundmark and Alex Catterick from Manulife Investment Management. Jennifer, Head of Institutional Distribution North America, oversees both public and private market business development. Alex, Senior Managing Director, leads the alternative investment solutions team, focusing on private markets and retail strategies.

They discuss the importance of communication and the specialist model in their sales teams. Jennifer emphasizes biweekly meetings and the use of Salesforce for managing relationships, while Alex highlights the integration of alternative investments into existing processes. Both stress the need for differentiation in a competitive market.

Advice for young professionals includes becoming a subject matter expert and networking extensively. The episode concludes with Jennifer and Alex sharing their biggest challenges, including breaking into a crowded market and integrating new team members into established processes.

Episode 21 of the Emerging Manager Growth Show discusses the focus of allocators on niche and specialized smaller funds, emphasizing the importance for emerging managers to concentrate on a single strategy. It covers public pension programs' evolving definitions of emerging managers, debunking myths about required track records and AUM, and explaining the diverse criteria used by different pensions. It also highlights the significance of understanding individual pension guidelines and the role of consultants in these programs.

In this episode of the Rainmaker podcast, Gui Costin interviews Troy Chakarun, Managing Director and Head of Private Wealth and Alternative Distribution at Voya Investment Management. Troy discusses his journey from roles at Merrill Lynch and Bank of America to leading sales teams at Voya. He emphasizes the critical role of data in driving sales strategies and introduces his innovative roundtable approach, which enhances market intelligence and builds valuable relationships. Troy also explains Voya’s standardized sales process, the importance of effective communication, and the use of CRM systems to streamline operations. His leadership style, characterized by open communication and teamwork, offers valuable lessons for sales professionals. This episode is a must-listen for anyone looking to excel in sales leadership and data utilization!

In this insightful episode of The Rainmaker Podcast, hosted by Dan DiDomenico, TF Meagher, Head of North America Institutional Distribution at Janus Henderson Investors, shares his career journey, leadership philosophy, and strategies for success in institutional sales. Meagher discusses his background, including his educational journey at the University of Illinois and previous roles at Aegon Asset Management and UBS. Since joining Janus Henderson in 2021, he has led a team of 20 focused on institutional sales, consultant relations, and client management, emphasizing teamwork and a client-first approach.

Meagher highlights the importance of being client-centric and having a deep understanding of specific market segments to address unique client challenges. He also discusses the balance between strategic and tactical sales plans and adapting to the macro-environment. Internally, Meagher underscores the use of CRM systems and AI to capture client feedback and optimize sales processes.

Advocating for a collaborative leadership style, Meagher focuses on team success and maintaining strong client relationships. For young professionals, he advises developing a deep understanding of investment products, fostering internal relationships, and outworking the competition. The episode concludes with reflections on market challenges, the need for differentiation, and a data-driven approach to sales strategies, offering valuable lessons in leadership and client engagement.

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.

Episode 20 of the Emerging Manager Growth Show highlighted opportunities for new investment managers, emphasizing new capital sources from RIAs and family offices. Key advice included targeting the right audience with a clear theme, maintaining consistent and concise outreach, and focusing on meetings later in the quarter.

The episode categorized consultants into three types: emerging manager consultants (e.g., Xponance), large global consultants (e.g., Meketa), and OCIO groups (e.g., Fiducient Advisors). Each category requires different engagement strategies.

Fundraising tips included using a CRM for tracking, aligning sales plans with management, and asking potential investors about their fit and investment timelines.

In this insightful episode of the "Rainmaker Podcast" hosted by Dakota, Gui Costin chats with Madeleine Sinclair, Head of Distribution for North America at Blue Owl Capital. The discussion centers around innovative sales strategies and team dynamics in the financial services industry. Madeleine shares her extensive background, detailing her journey from BlackRock to her pivotal role at Blue Owl. She emphasizes the importance of structured team dynamics and strategic sales processes that focus on both deepening relationships with existing clients and expanding the client base by targeting new producers.

Key points include the use of comprehensive Market Activation Plans, which leverage data to optimize sales efforts and refine team performance. Madeleine advocates for the strategic use of CRM tools, likening them to an organization’s central nervous system, crucial for managing relationships and enhancing operational efficiency. Leadership is another focal point, with Madeleine discussing her approach to empowering her team by aligning their personal ambitions with organizational goals, fostering a culture of collaboration and collective success. The episode is a treasure trove of insights for sales professionals looking to elevate their strategies and leadership skills in the competitive financial sector.

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, hosted by Gui Costin, Phil Shankweiler of Starwood Capital discusses his trajectory in sales leadership within the financial sector. Shankweiler shares insights from his time at Hartford Funds and PLANCO, emphasizing the importance of storytelling in communicating investment value. He delves into the specifics of managing sales strategies and teams, particularly within the Registered Investment Advisor (RIA) channel, highlighting its unique decision-making process and his approach to market segmentation and relationship building. Key strategies include structured communication, leveraging CRM tools, and the effective training and development of sales talent. Shankweiler's leadership philosophy focuses on simplifying complex concepts and aligning team perspectives with strategic goals, offering valuable lessons for enhancing sales effectiveness in financial services.

In this episode of the Rainmaker Podcast, Gui Costin interviews Jonathan Kingery, Senior VP at Franklin Templeton, on his investment sales career strategies. Kingery discusses his rise from financial advisor to leadership, highlighting the value of adaptability and strategic career pivots. He emphasizes leadership through effective communication and CRM systems, essential for client relations and operational efficiency.

Kingery also explores technology’s role in sales and team structure optimization, offering actionable strategies for improving sales performance and client engagement. This episode provides crucial insights for investment sales professionals aiming to enhance their sales tactics and team dynamics.